1. technology and computing
2. hardware
3. computer peripherals
4. printers, copiers and fax
5. printers

ESSENTIAL PRINT, MFP & PRINT SOFTWARE INFORMATION FOR VARS, CONVERGED RESELLERS & MFP DEALERS
JAN/FEB 2014
RESELLER
Sign here
Olivetti takes the
wraps off its digital
signature kit
Inside: Buyer’s Guide 2014 • The Year in Review • Printer TCO
small title
Easy and Reliable
Scanning
With innovative document scanner
technology, keeping you and your
business processes up to speed.
you can
Ad Ricoh
ScanFront 330
P-208
P-215
DR-C125/W
DR-C120
DR-C130
DR-M140
DR-M160
DR-6010C
DR-6030C
DR-G1100
DR-G1130
DR-X10C
Save energy and space with the
CMOS Contact Image Sensor
Versatile and reliable
media handling
Superior image quality with
advanced image processing
Canon’s document scanners feature the
advanced CMOS Contact Image Sensor.
Thanks to multiple lenses arranged on
the sensor, it produces high quality, sharp
images with little distortion – improving
readability of text and OCR accuracy. Also
as the reflective light goes directly from the
document to the sensor, the design can be
more lightweight and compact. This short
light path and using LEDs as the light source
reduces power consumption.*
Highly versatile, Canon’s scanners can
handle a wide variety of media types
including thick paper, carbon copied
slips and plastic cards. Paper feeding is
smooth and reliable, and includes
features such as a multi-feed detection
system using ultrasonic technology.
A wide range of image processing
features, such as moire and
background colour removal, black
border and punch hole removal, text
enhancement and colour dropout,
deliver optimal images for archiving,
or further data extraction applications.
User friendly software
for various applications
Canon UK Ltd
Canon Electronics Inc.
www.canon.co.uk
www.canon-elec.co.jp
Canon’s software has been designed on user
behaviour and delivers a simple, intuitive
interface for scanning operation ease.
* Light source power consumption of the CIS sensor and LED combined is approx. 1/16 of the conventional CCD sensor and fluorescent lamp.
22 Print.IT Reseller
01732 759725
JAN/FEB 2014
RESELLER
Comment
contents
The sun emerges to reveal a changed market
04 Bulletin
As we welcome 2014, there are clear
signs that the economy is on the
mend and with it the office print
industry (see page 4). HP has always
linked trends in printer sales with
broader economic performance.
This might be true globally, but it is
debatable whether it’s still the case
in mature Western economies. As
Riso UK managing director Mr Tatsuo
Murakami points out in our Year in
Review starting on page 32, the UK
is now a ‘changed market, with a
different way of thinking’.
Senior managers still want to
economise and reduce the cost of print,
and increasingly that means addressing
the processes that drive their businesses,
rather than just the age, type and number
of hardware devices deployed. Almost
all the experts who contributed to our
review underline the importance that print
solutions and services will have in 2014.
Yes, businesses will upgrade their
equipment, something that many have put
on hold for the last few years, but there
are greater prizes to be won in deepening
MPS engagements and supplying the tools
and expertise that will enable customers
to digitise business processes – good
examples being Olivetti’s new digital
The printer market grows again, and other news
13 PrintIT Reseller Buyer’s Guide
Key businesses that can help you grow in 2014
29 TCO
Now resellers can add TCO calculations to their websites
30 Cover Story
Olivetti launches digital signature kit to the channel
32 The Year in Review
How was 2013 for you? And what does next year have in
store? We ask the experts
Read PrintIT Reseller online, on tablets and smart phones...
www.printitreseller.co.uk
Editor: James Goulding – 07803 087228 jamesg@binfo.co.uk
Advertising Director: Ethan White – 01732 759725 ethan@binfo.co.uk
Publishing Director: Neil Trim – 01732 759725 neil@binfo.co.uk
Group Sales Manager: Martin Jenner-Hall – 07824 552116
martin@binfo.co.uk
PRINT.IT Reseller is published by
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PrintIT Reseller is a publication
for the IT Reseller channel. Our
mission is to bring information
on new products, services and
market developments to printer
resellers, MFP dealers and online
sales specialists to help them
meet their customers’ needs,
make informed purchasing
decisions and generate new sales
opportunities for their businesses.
Until PrintIT Reseller came along
there hadn’t been a dedicated printed
resource for this community.
PrintIT Reseller magazine fills
this void for dealers, manufacturers,
software suppliers, solutions providers
and distributors.
signature kit featured on the cover and
the expanded services being offered by
companies highlighted in the inaugural
PrintIT Reseller Buyer’s Guide (page 13).
For all the talk of the paper-less office,
most businesses have only tackled one half
of the challenge: document creation. The
second, more difficult bit – the processing
of a business task from initiation to
completion – is still heavily dependent on
the printing and movement of paper.
In a revealing list of the UK’s most
indispensable stationery items published
in PrintIT Reseller sister publication
Pen to Paper, the top five all related
to the processing of paper documents
(paperclip, stapler, Post-in note, hole punch,
highlighter). Those linked to document
creation were in the bottom half (notepad,
pen, ruler, rubber, sticky tape).
How organisations make the transition
from paper-based to digital workflows
will be one of the major challenges and
defining themes of 2014 – for resellers and
their customers. If our experts’ predictions
are right, how long can it be before screen
wipes and digital pens top the Top 10
stationery lists?
James Goulding, Editor
07803 087228 jamesg@binfo.co.uk
Register online
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ESSENTIAL PRINT, MFP & PRINT SOFTWARE INFORMATION FOR VARS, CONVERGED RESELLERS & MFP DEALERS
AUTUMN 2012
A3 Colour Laserer
from Northamb
your
£10 OFF
you
order*
plus we’ll give
C800 series
next OKI
er exclusive!)
CAPITA
C800
BONDS
up
on selected
models
Northamb
Call for our
latest price.
150
£ SER
END-U ACK
C800
CASHB
on selected
to
models
NORTHAMBER
It’s not big.
But it is clever.
Call weekdays
8:30am to 6:30pm
Order online 24/7 with
no credit card surcharge
ORDER:
OKC822DN
*Terms & conditions apply.
020 8296 7066
northamber.com
©Northamber 2012 E and O.E. All calls recorded for credit safety and training purposes. Prices appear as trade and exclude VAT & delivery. Prices stated as at 18th September ‘12.
OKI PrintITreseller mag front cover_v2.indd 1
ESSENTIAL PRINT, MFP & PRINT SOFTWARE INFORMATION FOR VARS, CONVERGED RESELLERS & MFP DEALERS
AUTUMN 2012
RESELLER
OKI C822DN
A3 Colour Laser
ber
from Northam
your
£10 OFF
you
order*
plus we’ll give
C800 series
e!)
next OKI
ber exclusiv
up
to
(That’s another
£50
CAPITALS
C800
BOND
up
on selected
models
Northam
Call for our
latest price.
150
£ R
END-USE
BACK
C800
CASH
on selected
to
models
It’s not big.
But it is clever.
ORDER:
OKC822DN
*Terms & conditions apply.
020 8296 7066
NORTHAMBER Order online 24/7 with
no credit card surcharge northamber.com
Call weekdays
8:30am to 6:30pm
©Northamber 2012 E and O.E. All calls recorded for credit safety and training purposes. Prices appear as trade and exclude VAT & delivery. Prices stated as at 18th September ‘12.
OKI PrintITreseller mag front cover_v2.indd 1
Now the d-Color MF PLUS range offers:
• Very low energy consumption - in Sleep Mode it uses less than 1W
• ErP is less than 0.2W
• Touch Screen with “ick & drag” functionality
• New i-Options with Scan to Microsoft Word, Excel and PowerPoint*
*Word, Excel and PowerPoint are registered trademarks of Microsoft
(That’s another
£50 L
18/09/2012 12:26:28
How do you make the best even better?...
...Just add a PLUS!
To contact your local supplier call us on 01908 547896
or email: c.gordge@olivetti.com
RESELLER
OKI C822DN
up
to
18/09/2012 12:26:28
bulletin
In the news
Konica Minolta is partnering with the St Bride Foundation to teach future generations about the value of
print as part of the communications mix. The St Bride Foundation is based off Fleet Street in what was
originally the Printing School. In addition to a library containing world-class exhibits, it boasts a workshop
full of historic printing systems and a theatre. As its Platinum Print Heritage Partner, Konica Minolta is
helping the charity to preserve its collection of printing artefacts and educate the public about print
through guided tours and other activities.
Retail finance divisions
centralised in Bristol
BNP Paribas Leasing Solutions is moving
its Information Technology retail finance
division from Basingstoke to join its
telecoms and office equipment division in
Bristol.
The decision to centralise all retail finance
activity under one roof was taken in light of the
convergence of IT and business equipment in areas
such as managed print, unified communications
and enterprise software solutions.
Russ Pettifer, head of technology solutions
for BNP Paribas Leasing Solutions, said: “Making
the move from Basingstoke to Bristol is the best
decision for our technology vendor partners and
end-user customers. By bringing these teams
together, we can improve communication between
all departments for a more efficient and cohesive
service delivery. We can make the whole division
easily available to partners and customers who
want to experience our breadth of capabilities and
benefit from our technical expertise to solve their
day-to-day business challenges.”
Clear signs of recovery as imaging
market grows for second quarter in a row
Signs of economic recovery seem to be
having a positive impact on the Western
European hardcopy market, as IDC reports a
second consecutive quarter of year-on-year
growth. Its analysis shows that in Q3 2013
the number of units shipped increased by
3.6% to over 5.76 million units, compared
with 5.56 million units a year ago.
Phil Sargeant, program director of IDC’s Western
European Imaging Hardware Devices and Document
Solutions Group, said: “A second growth quarter
clearly shows that market recovery is gaining
momentum and the recent gains of CY2Q were
not just a blip. Business and commercial markets
continue to lead the way with positive growth,
while consumer markets remain flat but at least
haven’t declined further and have stabilised.”
Arnaud Gagneux, director of IDC’s Western
European Imaging Printing and Document Solutions
Group, said: “We are seeing strong demand for
document management solutions and managed
services which is driving sales of smart devices,
printers or multifunctions that can communicate
with a wider mobile infrastructure. Business inkjet is
also becoming a profitable niche in the market with
more products being made available.”
The inkjet market increased year-on-year by
2.6%, driven by a 25.6% increase in business inkjet
sales; and the laser market grew by 6.5%, with a
04 Print.IT Reseller
7.5% increase in monochrome devices, compared
to 4.5% growth for colour devices. Serial impact
dot matrix markets declined year-on-year by 36.7%.
Of the big three European markets, the U.K.
showed the largest year-on-year percentage growth
of 12.1%. The laser market grew slightly while the
inkjet market showed solid growth of 15.0% to
become the second-largest inkjet market, ahead
of France. Business inkjet markets almost doubled
in size and consumer inkjet markets increased by
almost 10%.
Sales of business inkjets like HP's Officejet Pro X
Series were up more than 25%.
Double-digit growth
Further evidence of recovery in the
imaging market is provided by new
figures from market research company
Context, which show that hardware
imaging shipments in the UK were 27%
higher in Q3 2013 than in the same period
in 2012. Germany and Spain also recorded
double-digit growth, as Western Europe
achieved year-on-year growth of 7%.
Context imaging analyst Zivile Brazdziunaite
said: “Year-on-year unit shipments across EMEA
registered a positive growth in the third quarter
of this year mainly due to HP which increased
sell-in levels into EMEA by 17%. HP holds over
40% share in total shipments for this period
and saw positive growth through all imaging
categories year-on-year.”
01732 759725
bulletin
AIT expands portfolio
with OCM acquisition
Hybrid vehicles help
Toshiba cut emissions
Toshiba TEC UK service engineers are
being supplied with Toyota Auris Hybrid
vehicles, as part of the company’s
strategy to achieve PAS 2060 compliance
and reduce its carbon emissions.
Toshiba has already taken delivery of 28
of the vehicles and plans to acquire more in
2014. The WhatGreenCar 2010 Car of the Year
boasts CO2 emissions of just 87g/km and a fuel
economy of 74mpg.
Toshiba is currently working towards PAS
2060, the British Standards Institute’s (BSI)
carbon neutrality standard. As part of the
process, it has measured its carbon footprint
and implemented a clearly defined strategy to
reduce emissions by 2%.
www.toshibatec-eu.co.uk
Altodigital says ‘You’re
hired!’
Altodigital is celebrating the success
of its inaugural apprenticeship scheme
after finding full time roles within the
company for the first six candidates to
have been through the programme.
The scheme launched in January 2013 is
designed to give 16-24 year-olds the experience
and skills needed to pursue a career as a print
hardware engineer.
Having gained prestigious PDI+, A+ and N+
qualifications, all six candidates will start work
with the company as full time field technicians
based across Altodigital’s Leeds, West Midlands
and London offices. Each employee will be
allocated a mentor to ensure they continue
learning and progressing their careers.
Andy Priestley and Ben King, both 17 years
old, will be based in Leeds; Jake Williams, 20, and
Ben Jones, 17, will work from the West Midlands
office in Kingswinford; and Olewale Lawal, 20,
and James Boylan, 18, will be based in London.
Darrell Polden, service director at Altodigital
and a former apprentice engineer himself,
said: “The scheme has been fantastic and has
restored my faith in the ability of the younger
generation. Every one of them has excelled and
we’re now looking forward to them becoming a
valuable part of the company as a whole.”
Jake Williams, who won a national award
for his outstanding achievement, said: “The
apprenticeship scheme has given me a fantastic
mix of on-the-job training and classroom-based
academic knowledge and it’s a great start to
my career.”
Altodigital is planning to repeat the
apprenticeship programme in 2014.
www.altodigital.com
www.printitreseller.co.uk
Altman Integrated Technologies (AIT Ltd),
famous for its Pcounter and Everyone
Print solutions, is expanding its portfolio
with the acquisition of OCM print
management hardware and software. The
deal includes OCM’s products, intellectual
property and all worldwide OEM contracts,
distribution and reseller agreements.
Alan Christie, director of business
development at AIT Ltd, said: “The purchase of
the OCM intellectual property will strengthen
the AIT portfolio and firmly establish the
company as leaders in the field of Print and
Copy Management. The acquisition is part of our
strategic growth strategy and will allow us to
extend our market share.”
Peter O’Farrelly, chief executive of OCM,
added: “This agreement heralds a new exciting
era in the development of the OCM solutions
and will benefit our customer base by giving
them a greatly improved development and
support infrastructure. It will also open up wider
global markets for AIT Ltd.”
Green argument
Anyone selling print management solutions
might be interested in a new white paper from
Quocirca, which makes the environmental case
for controlling printing and reducing paper
consumption. A Sustainable Print Agenda is
sponsored by Nuance Communications and can
be downloaded from http://engage.nuance.com/
quocirca-green-printing.
Simplicity essential
A new report from Photizo Group, The Future of
Printing as Personal Computing Evolves, looks at
changes in computing and the impact that they
will have on printing and the printer industry.
It points out that although mobile printing is
a growing market, it is unlikely to compensate
for diminishing desktop print volumes. It also
emphasises the need to simplify and universalise
the print functionality on smartphones and
tablets and slow down the inevitable adoption
of non-print alternatives for viewing and sharing
documents. Photizo warns that the ubiquity of
mobile devices is hastening the transformation
of paper-centric workflows to electronic business
processes that eliminate the need to print.
www.photizogroup.com
The office in a case
Dicota is meeting the evolving needs of
mobile workers with the launch of two
new cases that combine easy portability
with robust protection for electronic
devices.
For sales people and field service employees
who might need to print documents when away
from the office, it is launching the DataSmart Print
& Tablet S, which holds a Brother PJ663 mobile
printer, any make of external Bluetooth keyboard
and a stand for a smartphone or tablet.
Dicota has also launched a new mobile
presentation case designed for transporting an
Epson EB-1751 projector, JBL Flip speakers and a
tablet/smartphone.
Both cases have a central power connection
on the outside for charging devices; security locks;
and a detachable lid. Prices start at 599 euros,
excluding hardware.
Dicota also sells a range of cases and
backpacks for Canon and HP mobile printers.
www.dicota.com
Mobile devices are hastening the adoption of
electronic workflows
Why happy customers are
good for business
Word of mouth has more influence over
purchasing decisions than any other factor
according to a new study by Pitney Bowes
(Recommendations). Its survey of 2,000
consumers found that 62% of Britons were
swayed by the recommendations of friends
and colleagues and 39% by consumer reviews
on websites. Only around a fifth of purchase
decisions are influenced by authored reviews in
newspapers (23%), magazines (19%) and other
published guides (18%).
www.pitneybowes.co.uk
Print.IT Reseller 05
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06 Print.IT Reseller
01732 759725
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In the news
Xerox launches vendor-neutral
consumables monitoring system
Xerox has launched a new cloudbased service for the monitoring and
replenishment of toner and other
consumables used by network printers and
MFPs from leading OEMs.
Xerox Supplies Services (XSS), which is
downloadable as a desktop application for one
or more PCs, automatically discovers compatible
devices and polls live data to both the reseller and
the customer.
Carlo Longhi, director and general manager,
European Reseller and Supplies Group, Xerox
Europe, said: “This new solution takes the
guesswork from understanding inventory and
makes it easier for our resellers and customers to
manage printers. Xerox Supplies Services offers IT
resellers an easy, contract-free opportunity to sell
XMA G-Cloud success
XMA has been selected for three
lots of the Government Procurement
Service G-Cloud IV framework
agreement, including the supply of
print management solutions. On Lot
2 (Platform as a Service), XMA will
provide ICT solutions to schools,
colleges and universities, as well as
offering its secure virtual campus
solution developed for the prison
learning environment. On Lot 3 (SaaS),
it will provide print management
solutions, Microsoft Office 365 and
consultancy in cloud design. XMA
will also be offering transition and
project management consultancy in
partnership with Alpine Resourcing Ltd.
supplies and grow their business.”
XSS is already been deployed by UK distributor
Tech Data. When pre-set consumables thresholds
are reached, a reseller is notified. The XSS portal
gives resellers direct access to Tech Data’s stock
system, enabling them to supply replacements
immediately – against a pre-existing agreement
or a new customer order. Consumables are then
shipped directly to specified locations.
XSS can also be used to trigger servicing alerts,
enabling it to be used as an integral part of a
reseller’s maintenance services offering.
Peter Lunn, senior category manager for print
at Tech Data UK, said: “Xerox Supplies Services is
a great way to move into managed print services
and offer more value to customers. It is a really
elegant solution and one that we are very keen to
Resellers can supply Xerox
compatibles for leading printer brands
encourage partners to adopt.”
One of the first resellers to use the system is
Ash Towner, a computer systems and softwarefocused business in East Sussex. Neil Ash said:
“We have found it simple and intuitive to use.
Furthermore, it has allowed us to be proactive in
the selling of print supplies, something which has
never been a core business for us.”
Xerox Supplies Services is complemented
by the Xerox Replacement Cartridge range of
competitively priced OEM alternatives.
www.xerox.com
www.techdata.co.uk
DMC Business Machines acquires Canotec Limited
DMC Business Machines plc has acquired
Canotec Ltd, which will now deliver Managed
Print Services and Document Solutions as an
independent subsidiary within the DMC Group.
The acquisition of the Canon UK Advanced
Solutions Partner makes the DMC Group one of
Canon’s largest independent suppliers of print and
document solutions in the UK and Europe.
A number of Canotec’s key senior management
team will remain as directors and shareholders in
the Group, including founder David Newman who
will continue to head up regional operations in
Ringwood, Hampshire and Mark Allen who will do
the same in Bristol.
DMC managing director Jon Hill said: “We are
excited about Canotec joining the DMC Group as
they bring over 20 years’ knowledge and expertise
which will undoubtedly strengthen DMC’s service
capabilities in the South and South-West regions,
enhance our solutions portfolio and extend our
presence into specific verticals.”
Canotec founder David Newman added: “The
merging of these two businesses is a terrific fit. We
truly complement each other and share the same
vision and aspirations. There are immediate benefits
with greater combined buying power; fast access
to DMC’s superb logistics and distribution model,
with their extensive stock holding; and a seamless
National Managed Print capability across all of our
combined regions” www.dmcplc.info
Left to Right Justin Nicholson (DMC), David Newman
(Canotec), Jon Hill (DMC)
Synaxon sets up online marketplace
Synaxon, the group for IT resellers/retailers and
office products dealers, has set up an eBay-like
‘trade-to-trade’ marketplace through which
suppliers and Synaxon members can offer IT and
office products, including end-of-line stock, excess
inventory, open-box products and other bargains.
Items placed for sale on SYNMARKET will also be
listed on EGIS, Synaxon’s online product procurement
portal, with full CNET details downloaded and attached,
extending exposure to Synaxon members that use EGIS
to check stock availability and manage purchases.
Derek Jones, managing director of Synaxon, said:
“SYNMARKET is the first UK platform designed for
trade-to-trade activity within the UK technology channel.
www.printitreseller.co.uk
It’s a channel-only marketplace where you can sell
products instantly, with all the usual Synaxon benefits
and protection, and another way in which our members
and suppliers can benefit. It is tried and tested in
Germany, so we know just how effective it can be. It’s
secure and very easy to use and we believe it will be a
real winner in the UK too.”
It is free for Synaxon members and supplier partners
to advertise and list products through the SYNMARKET
service. Sellers only pay a 2.5% fee once the products or
services that they have advertised are sold. This is paid
as part of their monthly subscription or membership fee.
www.synmarket.co.uk
Print.IT Reseller 07
bulletin
In the news
Nuance on top of the world
Nuance Document Imaging has been
named the world’s leading document
capture software vendor for the fourth
consecutive year.
Harvey Spencer Associates (HSA) says that
Nuance captured 17% of the overall global
document capture market in 2012 and is the
leading provider of boxed OCR and desktop
document storage and retrieval software in the US.
Nuance’s portfolio includes Equitrac and
Copitrak print management and cost recovery
software; Nuance eCopy ShareScan scanning
and workflow solutions; and Nuance OmniPage,
PaperPort, PDF Converter Professional and eCopy
PDF Pro Office desktop applications.
In its report, The 2013-2014 Worldwide
Market for Document Capture Software, HSA
states that the company is growing its “share of
the MFP capture market through eCopy, Equitrac
and more recently Copitrak.”
It adds: “[The acquisition of Equitrac put
Nuance] into the print management and cost
recovery business, which is becoming increasingly
important as ‘document management’ is
encompassing not just print statistics and
management but also copying and scanning.”
According to HSA, Nuance has 38.5% market
Extended support for
resellers
share in the Ad Hoc Image segment, three times
more than its nearest competitor. Growth in this
segment is being driven by a dealer channel that
is increasingly providing value-added services,
such as print management.
Nuance is also market leader in the Ad Hoc
Transaction sector, defined as demand-based
capture that is intended to be integrated into
business processes, with a 33.9% market share.
In both categories, the Nuance market share
increased over the previous year.
HSA president Harvey Spencer said: “Nuance
has moved aggressively into the MFP capture
software space, which increased their direct
sales as well as their OEM market presence.
Nuance has a strong MFP manufacturer and
dealer ecosystem that positions their software
well to add value to Managed Print Services
engagements. We also expect Nuance will tap the
synergy in vertical markets between its strengths
in voice and image and offer more integrated
solutions to these markets.”
www.nuance.co.uk
Exertis Micro-P’s print division has
appointed two new members to its team.
Ashlea Bing has been made Lexmark
Product Specialist, while Rebecca Baldwin
takes on the role of Xerox Product Manager.
Phil Miller, Exertis Micro-P Business Unit
Manager for Print, said: “Ashlea and Rebecca
will help to strengthen the support that Exertis
Micro-P can offer to resellers with respect to
their print needs. Their appointment brings our
team up to eleven dedicated heads covering
six tier-one brands; a Business Manager and
Product Specialist covering all brands; along with
dedicated Purchasing and Marketing support.
Combined, these resources will help our reseller
partners to grow their existing business and
expand into new revenue generating areas.”
In addition, Exertis Micro-P Financial Services
offers a competitive and flexible finance solution
so that resellers can help their customers to
fund the equipment they are buying.
Oki sponsors
fundraising bus
Worldwide Document Capture Software Market
Share by Segment, Source: Harvey Spencer
Associates, 2013.
Oki Systems UK sponsored the St Margaret of
Scotland Hospice open top bus, which could be
seen touring East and West Dunbartonshire and
Glasgow’s west end, city centre and Braehead
shopping centre in the run-up to Christmas. The
bus was decorated with lights and manned by
volunteers and hospice staff rattling tins and
playing festive music.
Unite condemns HP job cuts
Reported plans to axe 1,124 jobs at HP operations in Bracknell, Sheffield and Warrington
in the first quarter of 2014 have been condemned by Unite, the UK’s largest union.
Unite national officer Ian Tonks said: “For the last five years HP has been addicted to a culture of job
cuts in the UK to such an extent that its highly skilled workforce has little faith in the way the company is
being managed and will be going forward. Unite will be doing everything possible to mitigate these job
losses which are a hammer blow to the UK’s IT sector and very distressing for employees in the run-up to
Christmas.”
The trades union said that a total of 618 jobs could be lost at the Bracknell hub, 483 at Warrington
and 23 at Sheffield.
Paper invoices cost public sector billions
The slow take-up of e-invoicing could be costing the
UK public sector £2bn a year, according to a new white
paper from OB10, part of the Tungsten Group.
E-Invoicing in the UK public sector: a missed opportunity?
is based on OB10’s submission to a Committee launched by
Stephen McPartland MP to set up a Parliamentary Inquiry into
the slow adoption of e-invoicing across the UK public sector.
Based on feedback from its customers, OB10 estimates that
Luke McKeever, executive
e-invoicing has the potential to save up to €11 per invoice for
director of Tungsten
buyers and around €6 for suppliers. This equates to a 60%
Corporation
08 Print.IT Reseller
reduction in the cost of processing a paper invoice and a timesaving of 10 minutes per invoice.
Luke McKeever, Executive Director of Tungsten Corporation,
said: “There is an annual savings potential of at least £2bn
across the UK public sector based on conservative assumptions.
A lack of central direction and policy drivers has resulted in the
UK lagging behind countries such as the Nordics, Brazil and
Mexico, where government-driven schemes are driving huge
savings.”
www.ob10.com
01732 759725
Cloud hosted solutions
2013 has been a good year for Lexmark, with
positive growth arising partly due to our copier,
online and mail order partners. In July, we
announced an expansion of our partnership with
Westcoast, who now have access to Lexmark
hardware
as well as
supplies.
Our other distributors, Exertis Micro P, Midwich
and Ingram Micro have also performed very well
and continue to be valued partners in support of
our growth strategy.
The close of the year is also a great time to look
forward to what lies ahead. Solutions will continue
to be a major focus for Lexmark in 2014, as we
expand our offerings to our partners to enable them
to maximise their profits and add value for their
customers.
The new year will see the introduction of a range
of cloud-hosted solutions, one of which will be
specifically aimed at the education sector. The “hosting
and grading” app works with individually barcoded
papers for students, facilitating easier grading
and reporting, and allowing results to be collated
efficiently. This solution is unique to Lexmark, and
has already been a big success in the U.S.
As we move into 2014, Lexmark will
continue to recruit partners that are
looking to offer Managed Print Services,
as well as these lucrative cloud-hosted
solutions. www.lexmark.co.uk
Lexmark Channel Value Programme –
It’s More than a Partner Programme.
A Rewarding Experience.
Join Lexmark’s Channel
Value Programme today
and starting enjoying
the following benefits:
Lexmark is much MORE than just a print vendor! In fact over the past three
years we have been transforming our global organisation into an IT provider
of industry specific solutions which will enable your customers to save
time and money. This makes selling Lexmark MORE margin rich, develops
MORE revenue streams, helping you to differentiate your company making
customers MORE dependent on your business.
• Dedicated sales support
So, whether you are, or need support in, selling output devices (printers and
MFP’s), content management software, workflow solutions or Basic Print
Services (click/MPS), Lexmark is here to support you every step of the way.
• Exclusive offers and promotions
• Customisable sales and
marketing tools
• Access to Lexmark’s Channel
Advantage Academy
• Access to Lexmark’s Virtual
Solutions Centre
• Ready-to-Go Marketing tools and
materials
and more...
Register now at www.reseller.lexmark.co.uk or contact 01628 518658
Discover the best suited products for each market. Across all sizes of business, Canon products
can meet the needs of different types of workgroup users.
SoHo
i-SENSYS LBP6020B
PIXMA MG7150
PIXMA MX925
A space saving, affordable mono laser
printer that’s perfect for personal use.
Deliveringquality,maintenance-freeprints,
and this energy-saving device is easy to use
andexceptionallyquiet.
With intuitive touch control, offering
advanced connectivity for printing from
smart devices and directly from cloud.
Highproductivity,powerfulOfficeAll-InOnewithWi-FiandXXLinkoption.
• 18ppm,7.8secondsFirstPrintOutTime
• EnergyefficientandQuietoperation
• All-in-Onecartridgeformaintenancefree
operation.
• Super-fastprinting:A4ISOESAT15.0ipm
mono/10.0ipmcolour
• GoogleCloudPrint,AppleAirPrintand
memory card support
• Superiorqualityphotoswith6singleink
system(XLoptionsavailable).
PARTCODE:2581000
PARTCODE:2846643
• 5-page2-sidedAutoDocumentFeeder
for scanning, copying and faxing
• Convenient,high-capacity250-sheet
paper tray
• GoogleCloudPrintsupportandinternet
printingusingPIXMACloudLink.
PARTCODE:2683101
Corporate
i-SENSYS LBP6670dn
i-SENSYS MF8280Cw
Seamlessly integrate this highly productive, duplex printing, mono
laser printer into virtually any environment thanks to its extensive
networkconnectivity,PCLandoptionalPostScriptsupport.
Share the easy-to-use features of this desktop multifunctional
through a wireless or wired network, with impressive colour prints
from PC or mobile devices.
• 33ppm,6secondsFirstPrintOutTime
• 512MBbuilt-inmemory
• GigabitEthernet,EnergyefficientandDuplexprinting.
• Colournetworkprint,copy,scanandfax
• NetworkandWi-Fiready,AppleAirPrint™ and Google Cloud Print
• ScantonetworkandUSBmemorykey&Energyefficient.
CALLFORPARTCODE
Cost Management
Reduce IT and service
costs through control
of print
PARTCODE:2745880
Security
Protect confidential
information and reduce
risk
Sustainability
Reduce environmental
impact, save time energy
and money
Performance
Speed and efficiency
Visit www.techdata.co.uk for further product information
All orders that you place will be subject to acceptance in accordance with Tech Data’s Standard Terms and Conditions of Supply available
Print.IT Reseller
on its website (www.techdata.co.uk) or available on request. All 0871 calls cost 10p per minute plus network charges.
SMB
i-SENSYS LBP7210Cdn
Everythingsmallworkgroupsneedto
createhighqualitycolourprinteverytime.
• All-in-Onecartridgeand20ppmin
colour and mono
• Upto9600x600dpiequivalent
print resolution
• Networkready.
PARTCODE:2640776
PIXMA iP100
Precision photo and document printing
wherever you are.
• Portabledocumentandphotoprinter
withIrDAIRwithBluetoothPrinting
• 50secphotoprints
• 9.0ipmmono,5.9ipmcolour
document printing.
PARTCODE:1738550
i-SENSYS MF4780w
i-SENSYS FAX-L170
Enhanceproductivitywiththiseasy-to-use,
Wi-Fi and network ready, mono
laser4-in-1.
This compact Super G3 is an easy-to-use,
stylish and compact, laser fax
machine.
• Intuitivetiltingcontrolpaneland
LCDdisplay
• Fast23ppmprintandcopyspeed
• Savetimeandmoneywithmarket
leadingenergyefficiency.
PARTCODE:2580996
• 30one-touchand100codedspeed
dials
• Built-inhandsetandEnergyefficient
• 30-pageAutomaticDocumentFeeder
andEasy-to-useintuitiveLCDdisplay
PARTCODE:2395196
Public Sector
EOS 100D
AsmallandresponsiveDSLRtotake
everywhere.The18-megapixelEOS
100Ddeliverssuperbphotosandvideo
andfeaturesanopticalviewfinderand
intuitive touch-screen controls.
CALLFORPARTCODE
EOS 700D
PowerShot A3500 IS
PARTCODE:2736104
Save time and perform
tasks easier and with less
hassle
or call 01256 788 333
Rugged and reliable the PowerShot
D20includesHSsystemand5xoptical
zoom with Intelligent IS to bring high
performance stills and movies to every
outdoor adventure, plus GPS to
track the thrills.
CALLFORPARTCODE
Produce superb photos and video with
an18-megapixelsensorandenjoy
shooting with an easy to use Vari-angle
ClearViewLCDIITouchscreen.
Usability
PowerShot D20
Connectivity
Connect seamlessly
with the mobile work
environment
Superb shots and HD movies for
instant online sharing with WiFi and Smart Auto. Intelligent
IS keeps everything sharp and
detailed.
BLACKPARTCODE:2727905
REDPARTCODE:2727902
Image Quality
Project the best image for
your business
bulletin
In the news
HP launches MFPs exclusively for MPS customers
HP is introducing a new range of MFPs for
managed print services customers with high
volume print, copy and scan requirements.
The HP S900 Series – badged Sharp devices
– come fully integrated with a number of HP
solutions including integrated fleet management,
security and document workflow and are delivered
exclusively as part of HP Managed Print Services
(MPS) and HP Partner MPS agreements.
HP is introducing the higher speed A3 devices
so that customers can standardise on HP devices
for all their needs and save time and money by
bringing outsourced print jobs back in-house.
Pradeep Jotwani, senior vice president, HP
LaserJet and Enterprise Solutions, said: “The
new HP S900 Series MFPs coupled with HP’s
print solutions increase the choice and flexibility
offered through HP Managed Print Services.
In turn, customers are able to unify their print
environments with one vendor to reduce costs,
improve workflow and increase productivity.”
The new MFPs will meet the needs of the
growing number of organisations that want to
combine MPS and print-room contracts. In its
report The Next Frontier for Managed Print Services
(January 2013), Quocirca states that 15% of
organisations already use a single provider for their
print room and office environments and a further
22% are considering doing so.
The HP S900 Series includes one mono MFP
(the HP MFP S956dn) and three colour MFPs (the
HP Color MFP S962dn, HP Color MFP S951dn and
HP Color MFP S970dn) with print speeds ranging
from 51 to 70 pages per minute.
The MFPs have paper capacities of 1,100 to
8,600 sheets and can be specified with a variety
of finishing options including stapling, saddle
stitching, booklet making, hole punching, folding
and trimming.
Each device is equipped with HP Web Jetadmin;
HP Remote Monitoring; HP Universal Print Driver
for remote management; HP Access Control for
security, job accounting and pull printing; and HP
Capture and Route for improved workflow and
document management.
The launch of the HP S900 Series follows the
recent introduction of the HP LaserJet Enterprise
M800 Series of departmental and light production
devices.
www.hp.com
Cartridge World launches ‘all you can print’ Serverless solutions
for Samsung MFPs
subscription package
The way consumers pay
for ink is changing with
the launch of subscription
services like HP’s Instant
Ink in the US and now
Infinity from Cartridge
World.
Infinity gives consumers a Brother inkjet all-in-one
and ‘unlimited’ ink for a monthly subscription charge
and no upfront costs other than a £25 returnable
deposit. When a customer needs more ink, they just
take the empty cartridge to their local Cartridge World
store and pick up a replacement.
There are three standard Infinity packages to
choose from, all subject to a Fair Usage policy:
Infinity, costing £9.99 per month for an all-in-one
and ‘unlimited’ ink; Infinity Plus, costing £11.99 for a
wireless device and ‘unlimited’ ink; and Infinity Extra,
costing £14.99 for ‘unlimited’ ink and a wireless MFP
with mobile printing/scanning, internet connectivity
and a touchscreen colour LCD.
Cartridge World also offers Infinity Starter (£7.99
per month), which provides ‘unlimited’ ink for an
existing printer.
Infinity is currently available at 17 Cartridge World
stores including Cartridge World Slough.
Owner Ian Chai said: ”Depending on use we reckon
Cartridge World Infinity could save home computer
users up to £400 a year. Another major advantage
is that we also maintain the printer, which means
if it breaks, as long as it’s not through misuse, we
will either fix or replace it at no extra charge to the
customer.”
www.cartridgeworld.co.uk/Infinity
Samsung has launched two collections
of serverless printing solutions for
XOA-enabled A4 and A3 MFPs. The
Business Core Document Management
Pack includes the SmarThru Workflow
Lite document capturing, scanning and
routing solution; Cloud Connector for
scanning to and printing from the cloud;
and Secure Login Manager for user
authentication at a device. The Business
Core Output Management Pack includes
the SecuThru Lite 2 pull printing solution
and Usage Tracker, which tracks and
reports on individuals’ print, copy, scan
and fax usage. All the solutions are
designed to work together.
www.samsung.com
Canon names first resellers to gain European MPS accreditation
Canon Europe has announced the first of its
UK and Irish partners to achieve European
Managed Print Services (MPS) Accreditation.
The list of accredited companies includes
Systems Technology, Vision PLC, Azzurri
Communications, Bryan S Ryan, Condor Office
Solutions Ltd, DMC Business Machines PLC, Apogee
Corp Ltd, Alternative, M2 and IT@Spectrum.
The accreditation developed by MPS consultancy
The Photizo Group validates that an organisation
has the ability to reduce printing costs, improve
productivity, enhance document security and
increase sustainability through the delivery of MPS.
Canon introduced the programme to identify
partners that offered the highest standards of MPS
delivery and customer care. Simon Green, head of IT
at Apogee, told PrintIT Reseller that the accreditation
12 Print.IT Reseller
would give customers confidence in its abilities.
He said: “Part of the drive is to differentiate
ourselves so that we can demonstrate our
competence within MPS. Our customers can
gain satisfaction and comfort from the fact that
we have been down the accreditation route
and have demonstrated that we possess the
skills, processes and people that can meet their
requirements. Customers in the past have had
little to differentiate good from bad providers
in the market. This accreditation gives them the
reassurance they need.”
Green expects recognition of Apogee’s service
delivery, technical competence and MPS processes to
help it attract even more MPS business in the future.
“A large and ever growing proportion of our
engagements have an MPS element in some
way, shape or form. We only see this increasing
in the future. I personally believe that the market
of the future will be led by those organisations
that are proactive in understanding how MPS can
add value to their customers; ensure that they
are capable of delivering that value; and have a
demonstrable track record in doing so,” he said.
www.canon.co.uk/partners/Canon_Partner_
Programme/
01732 759725
advertorial
ESSENTIAL PRINT, MFP & PRINT SOFTWARE INFORMATION FOR VARS, CONVERGED RESELLERS & MFP
DEALERS
RESELLER
BUYER’S GUIDE 2013/2014
Welcome to the first issue of the
PrintIT Reseller Buyer’s Guide
In this special supplement we’ve profiled
a number of the office products and print
industries’ biggest trade-only suppliers.
With cost-saving and business efficiency high on the
agenda for VARs, resellers and print dealerships, over the
next few pages leading wholesale, distribution and
solutions providers explain how they can help you
grow your business.
Inside, you’ll find out how by working
in partnership with these companies,
dealerships can gain access to a vast
array of technology products and a
comprehensive range of valueadd services. You can also
learn more about exciting
new initiatives due to be
launched in 2014.
James Goulding,
Editor
jamesg@binfo.co.uk
sponsored profile
Exertis Advent offers you more
than 23 years of consumables
expertise.
Range
We stock more of each manufacturers range enabling
you to spend less time placing orders
Trusted
Over 45% of all of deliveries are shipped “plain label”
direct to our dealer’s customers
Reliable
Industry leading shipping and fulfilment rates delivering
your customers orders on time, every time
Flexible
Order electronically, online, or with our experienced and
highly trained sales team
Solutions
We can help you sell more EOS with our custom
ecommerce solutions
Find out more about our business on exertisadvent.co.uk
20 Print.IT Reseller
01732 759725
Exertis Advent
Excellence and
expertise in EOS
Exertis Advent, formerly Advent Data, is now part of Exertis,
one of Europe’s largest and fastest growing technology distribution,
supply chain and specialist service providers.
With over 30 years’ experience,
the group partners with 350 global
technology brands, employs over
1,600 people and works with
over 14,000 resellers, e-commerce
operators and retailers across Europe.
Earlier this year, it established a
single brand name – Exertis – a move
that was designed to communicate its
scale, knowledge and experience in the
technology sector. In the UK, the rebrand
included Advent Data, Gem, Micro-P and
MSE, all of which now trade under the
Exertis brand.
Robert Barneveld, Exertis Advent
Sales Director, said: “Our new name is an
important step in redefining our position
and helping our customer and vendor
partners gain access to an improved range
of services and opportunities which will
help drive their businesses forward. The
name Exertis reflects our energy, drive,
ambition and our commitment to going the
extra mile and making things happen.”
1,000s of lines
Established 23 years ago, trade only EOS
distributor Exertis Advent, which employs
113 people in the UK and operates from a
purpose built distribution centre in Elland,
West Yorkshire, continues to be one of
Europe's fastest growing distributors in the
industry. The company holds in excess of
£14 million stock, giving customers access
to thousands of lines from all leading
manufacturers.
Its customer base encompasses large
IT and communications resellers and
dealers; retailers, including specialists,
grocers, catalogue and small independents;
Robert Barneveld, Exertis Advent Sales
Director, confirmed that growth is firmly
on the agenda through an increased
foothold in all market sectors.
www.printitreseller.co.uk
predominantly HP remanufactured toner
cartridges, provides resellers, e-tailers
and VARS with a strong customer value
proposition. “There are many organisations
now demanding a lower priced more
environmentally friendly alternative and
the ability to offer quality, remanufactured
products in a highly competitive market
place is a compelling opportunity,” adds
Barneveld.
Continuing to grow
Last year saw the company win significant
new business from VARs and B2B resellers.
“We offer the channel a reliable, efficient
and quality service, delivering the right
products, at the right price, on time - every
time,” Barneveld said. Orders are fulfilled
from Exertis Advent’s extensive stocks
and can be delivered direct to the end
user through a variety of bespoke delivery
options.
As far as 2014 is concerned, Barneveld
confirmed that growth is firmly on the
agenda through an increased foothold in
e-tailers; specialist IT and communications all market sectors.
resellers; and value-added resellers,
“Our long-term aim is to establish a
system integrators and technology service beneficial working relationship with all of
providers.
our customers and we will be introducing
Exertis Advent is one of the UK’s leading a number of new initiatives in 2014 to
providers of original ink and toner supplies. support that,” he said.
The company has direct relationships with
This includes an enhanced offering
the major OEM brands and also offers
for online traders. The company already
its own range of remanufactured toner
provides a range of web products, such as
cartridges - Image Excellence.
an ink and toner finder, that resellers and
Image Excellence, which comprises
e-tailers can add onto their own websites
and this is an area which will see further
investment.
“We remain committed to exceeding
expectations through best in class
customer service and in getting it right,”
said Barneveld. “This business is all about
partnership and we add value in lots of
ways, by working with our dealers and
resellers to deliver services and solutions
that are of real, measurable benefit to
them and their business.”
www.exertisadvent.co.uk
Print.IT Reseller 15
World class colour.
Outstanding
value.
The HP LaserJet Enterprise 500
color M551 printer series gives
productivity a boost with the
power of colour.
Make your business look its best with high-performance
colour—without paying extra for black-only printing with
HP’s LaserJet Enterprise 500 Colour M551 Series.
• Make printing as mobile as you are with HP ePrint
• Easily control colour usage with HP Color Access
Control, plus proactively manage printing
environments
• Secure jobs via user authentication, and protect data
with an HP High-Performance Secure Hard Disk
(available with xh model)
• Save time with convenient cartridge installation, and
get free, easy cartridge recycling.
HP EasyColor technology detects document content and
automatically adjusts colour rendering to optimize photos
and streamline printing.
HP LaserJet Enterprise
500 color M551n
Part code: 2289376
HP LaserJet Enterprise
500 color M551dn
Part code: 2289377
HP LaserJet Enterprise
500 color M551xh
Part code: 2289378
£278.40
£400.00
£685.60
Don’t forget the supplies:
Part code Product
Price
2656277
HP Care Pack 3 yr next business day
£184.82
2293819
HP 507X Black LaserJet Toner Cartridge (11000 ISO yield)
£118.20
2294220
HP 507A Cyan LaserJet Toner Cartridge (6000 ISO yield)
£126.31
2294221
HP 507A Yellow LaserJet Toner Cartridge (6000 ISO yield)
£126.31
2294222
HP 507A Magenta LaserJet Toner Cartridge (6000 ISO yield)
£126.31
In stock now at Tech Data
Call your account manager for more information
or alternatively visit www.techdata.co.uk
01732 759725
Tech Data
Local service delivered
on a global scale
Tech Data offers dealers a range of print, supplies and document
management solutions from vendors including Canon, Epson, HP,
Samsung, Fujitsu and Xerox.
Mark Porter,
Print and Supplies
Manager,
Tech Data UK
15 years ago, an acquisition by the
huge worldwide distribution company
Tech Data Corporation established
30-year-old Computer 2000 as its UK
arm. But it was only in October this
year that Computer 2000 rebranded
and commenced trading under the
name of its parent company.
The group is one of the world’s largest
wholesale distributors of technology
products, services and solutions. Its
advanced logistics capabilities and value
added services enable 120,000 resellers
in more than 100 countries to efficiently
and cost effectively support the diverse
technology needs of end users.
Tech Data UK Print and Supplies
Manager Mark Porter said that apart from
the name change, it’s very much business as
usual. “We’ve retained the same telephone
numbers, legacy email addresses are still
in use and we’ve launched a new website
utilising the new company name. Now we
are focussed on establishing ourselves as
Tech Data.”
In the UK, the company has more than
three decades’ experience in distribution.
“Doing business with Tech Data gives
solutions providers end-to-end access to a
vast array of technology products, alongside
a comprehensive range of services, including
financing, technical training and marketing
support,” said Porter.
“Tech Data runs the same system across
www.printitreseller.co.uk
the globe and trading under one name
provides us with the opportunity to promote
this global reach; we can ship solutions for
our customers anywhere in the world and
that’s something that does set us apart,”
he added.
Consistent growth
Porter said: “Each manufacturer we work
with tells us that we sell more of their offer
to a broader depth of resellers than anyone
else for them and that’s something we’re
very proud of.”
Print and supplies continue to make
a positive contribution to Tech Data’s
broadline business. For Tech Data, laser
printers remain the biggest seller – some
70% of total print hardware sales fall into
this product category, with inkjet making up
the remaining 30%.
“Year-on-year we have seen 5 to 10%
growth in our print and supplies division and
next year we’re expecting a 25% growth,”
said Porter.
Another area where Tech Data is
experiencing significant growth is in
scanners. “More and more organisations
are installing scanners: in Q1 last year we
saw a 15-20% growth in unit sales and that
growth has remained constant year-onyear,” he said.
“People want easy access to documents
and there is a move towards a paper-less
office environment. We’re seeing lots of
Year-on-year
we have
seen 5 to
10% growth
in our print
and supplies
division
and next
year we’re
expecting a
25% growth.
printers sold on the back of scanning
solutions as more companies move to create
an integrated workflow,” he added.
Customer service
The company has three key routes to market
spanning retail, SMB and corporate, each
of which has a dedicated print business
development manager charged with growth
in their respective sectors.
For resellers, the hardware offering
includes standalone scanners, desktop
printers, large MFPs, through to mid-range
production devices. Each vendor has a
dedicated category manager responsible
for bringing the technology to market via a
customer base that includes traditional print
dealers, VARs, systems integrators and office
stationers.
“As an organisation we’re focussed
on servicing customers in the best way
possible,” explained Porter. “We have
dedicated print specialists within each of
our routes to market. For example in the
corporate space, we provide dedicated
account management to customers
geographically spread across the UK and
Ireland.”
Among its customer base Tech Data
serves a number of traditional print resellers
who also offer IT services, alongside others
who stick to their core knowledge base and
on occasion need to tap into IT expertise.
Similarly, many VARS will manage the IT
infrastructure on behalf of their customers
but prefer to bring a print specialist on
board when required.
“It’s here that Tech Data delivers the
value-add,” said Porter. “Over and above the
typical distribution offer – our warehousing
and logistics footprint, the ability to ship
direct to the end-user and credit facilities –
we also provide extra services. For example,
we will conduct on-site installations and
carry out hardware configurations on our
customers’ behalf,” he said.
As to future plans, Porter said that Tech
Data has got significant growth plans in a
number of new and existing areas. “And
we are looking to launch a new supplies
service that resellers will be able to deploy
at customer sites. Essentially it will monitor
supplies and provide fail alerts and link
into our system so that new supplies are
automatically ordered and replenished,
saving both resellers and customers money.”
www.techdata.co.uk
Print.IT Reseller 17
With...
+ Over £20 million infrastructure investment over the last 15 years
+ 98.7% success rate on next day deliveries
+ Ongoing innovative developments to improve our service levels
+ State of the art technology to accommodate an ever changing market
...it all adds up to the
Value Of Wholesale
18 Print.IT Reseller
01732 759725
VOW
Distribution excellence
from VOW
Adrian Butler,
Managing Director, VOW
Taking the lead in logistics
and distribution has become
everyday practice for
wholesaler VOW.
VOW Managing Director Adrian Butler
said: “It’s important that resellers
understand the value of wholesale
from VOW.”
Knowing that a wholesaler is continually
innovating, reducing cost and introducing
new technologies and services into its
distribution infrastructure is critical for
resellers that want to stay ahead of the
curve. Having confidence in a wholesale
partner’s ability to meet individual business
needs extends beyond the basic assurance
that end-users will receive the right product
at the right time.
“One of the ways we deliver value is
through investment in the most up-to-date
technology in our warehouse and transport
fleets to accommodate an ever changing
market. This has included an investment of
£600,000 in pick to light and voice picking
to handle an increase in volume of smaller
order picks. Our investment in IT has ensured
the delivery of tailored order presentations
such as Pick Wrap & Label in different
flavours, direct to the consumer or delivery
into resellers’ premises at, in many cases,
bespoke timed deliveries to suit resellers
operational shift patterns. Overall our
investment in new technologies has enabled
the lowest cost per pick for efficiency and
supply chain costs,” said Butler.
Improved accuracy
Changes to VOW’s system, the equipment
used in picking, the implementation of voice
picking at one of its distribution centres and
a pack station with weigh check capability
have allowed the wholesaler to consolidate
all items ordered in one customer delivery
into one box, improving accuracy and
reducing transport costs by approximately
two-thirds on these lines.
Because labels are no longer applied
to the product directly, the return of stock
from customers to the pick face is more
straightforward. The product is also now
shipped in a recyclable cardboard outer,
further protecting against damage in transit.
www.printitreseller.co.uk
Among the other initiatives that VOW’s
parent company Vasanta has identified and
successfully delivered is the use of pallet
collars on product moved in trailer cubes to
ensure a decrease in damage. This has also
delivered an annual reduction in shrink wrap
of 20 tonnes.
The pallet collars are from a sustainable
source, are re-usable in the company’s closed
loop and have saved over 170,000 miles
annually from a reduction in the number
of trips needed. Vasanta also identified
heat wrapping as an answer to providing
additional protection for the significant
volume of A4 paper it carries. By wrapping
A4 boxes and envelopes together in twos,
the wholesaler both reduced instances of
damage, while simultaneously keeping the
transportation costs for these products to a
minimum.
Excellence in logistics
Improvements made to Vasanta sites in the
South East have seen the company’s inhouse cross dock operation, third-party cross
dock operation and third-party transport
provider be consolidated, so that the
transport provider now manages the radial
sites. The change has seen the two sites
deliver exceptional service levels, including a
change to hours of work to allow continued
service to customers during the London 2012
Olympics and Paralympics.
VOW’s Normanton facility, which opened
in 2011 to replace a smaller operation, was
initially focussed on supplying two specific
channels to market that had historically
This has also
delivered
an annual
reduction in
shrink wrap
of 20 tonnes.
been serviced from that area. The site was
further developed in 2012 with capability
expanded to pick orders for all of Scotland,
the North East and Yorkshire, reducing the
stem distance that trunk vehicles ran, thus
enabling further operational efficiencies.
More recent developments include the
start of work to create a mezzanine floor
over the goods-in area at VOW’s Arrow
Distribution Centre in Lutterworth. This is the
first stage of a significant project to install an
A-frame and four Sortmasters – moves that
will further improve customer service, site
throughput capacity and efficiency as well as
lessen environmental impact.
According to Vasanta Group Logistics
Director John Burkill, these recent
improvements are part of a strategy to make
the Arrow Distribution Centre a ‘small pick
centre of excellence’.
“Continual innovation is key to
everything we do across the business,”
he said. “A combination of studying best
practice across Europe and the US, which
included visiting logistics operations where
we felt we could share and learn a number
of things with those businesses, has helped
to ensure our infrastructure is up there with
the best.
“These ongoing improvements within
our logistics and distribution operation have
delivered a real step change in the quality
and level of service we offer to resellers,”
said Burkill.
www.voweurope.com
Technology and EOS resellers interested in
opening an account with VOW or who already have
an account but want to learn more can contact the
NES team at VOW on 0844 980 8220.
Print.IT Reseller 19
Northamber - why we’re #1 for office
Printing & Scan
Our range of award-winning printers from Brother®, OKI®
and Ricoh® include models with the latest wireless Cloud
functionality, allowing printing directly from a mobile
device using Apple® Airprint or Google® Cloud Print™.
Our latest promotions include up to £500 Cashback
for end-users† with selected models.
Ricoh Aficio SP730DN
Brother MFC-4610
Wireless Inkjet All-in-One
with Duplex and Fax
Best-in-Class A3
Colour LED with
Duplex
All our
printers
include
a
printer free
cable
OKI MB7 / MC7
Enterprise-level
Mono & Colour
Multifunction
Printers
TABLETS | LAPTOPS | DESKTOP PCs | NETWORKING | SECURITY | DISPLAYS | DIGITAL SIGNAGE | PRIN
VAR
Totalmarketing™
@northamberplc
Totallogistics™
Totaltraining™
Totalfinance™
Totalconfig™
©Northamber 2013 E and O.E. Prices appear as trade and exclude VAT & delivery. †Cashback offers end 31/12/13. Terms & conditions apply. Prices stated as at 5th November ‘13.
Check o
ut
our gre
at rang
e
gadget
s for
Christm
as
nning Solutions
• Over thirty years in
distribution —
the longest of all
• Outstanding product
knowledge
• Stock available for
next day delivery
• Flexible trade credit with
cooperative deals
• Over sixty leading brands
• Our top selling products
are just one click away at
northamber.com
re
We’re a
’s
K
U
e
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a ner
No.1 Sc tor
Distribu
It’s WIN WIN for Resellers & Customers
with Fujitsu Scanners from Northamber
By purchasing an award-winning Fujitsu ScanSnap
scanner, not only can customers get round to doing
more of those things they never found the time for,
but also get the chance to win an enterprise award
of up to €200,000* as well as a host of other cash
prizes and discount hotel stays.
Plus, if a customer wins over €1,000, the reseller that
sold it wins 10% of the award in MDF funds.
*Prizes of €1,000 or over awarded as an enterprise award
NTERS
NTERS || DOCUMENT
DOCUMENT MANAGEMENT
MANAGEMENT || SCANNERS
SCANNERS || STORAGE
STORAGE || SOFTWARE
SOFTWARE || PORTABLE
PORTABLE ACCESSORIES
ACCESSORIES
t: 020 8296 7066 | w: northamber.com
northamber
Total Distribution™
events
Cost effective printing
without compromise.
Exclusively available from Spicers, the 5 Star™ range of inkjet
and toner compatible cartridges delivers low-cost printing
solutions without compromise.
At a fraction of the cost of branded ink and toner cartridges, you can trust
5 Star™ to deliver reliable, high quality print that saves your customers money.
The comprehensive 5 Star™ range features over 350 products covering all
leading branded manufacturers’ printers including:
Brother | Canon | Dell | Epson | HP | Kodak | Lexmark | Samsung
Contact us at dealermarketing@spicers.co.uk for more information
on how you and your customers can save money with 5 Star™
2 22
year
warranty | 24 hour support
Print.IT Reseller
Registered Charity Number 1151151
5 Star™ is a brand with a conscience.
We’re pleased to let you know that a
donation is made on your behalf to the
5 Star™ Charitable trust for every product
sold. Local charities and organisations
across the UK and Ireland will benefit.
01732 759725
Spicers
5 Star compatible and
remanufactured cartridges
™
Spicers rebranded its 5 Star™ inkjet and toner cartridge
range at the beginning of this year, a move that has
resulted in a significant increase in sales volumes across
both commercial and retail channels. At the same time, it
launched the 5 Star™ Charitable Trust.
Spicers’ 5 Star™ Charitable Trust,
(registered charity number 1151151),
was formed to support charities
and organisations local to its dealer
partners across the UK and Ireland.
A proportion of profit from the sale
of every 5 Star™ product is donated
directly to the Charitable Trust fund.
The wholesaler has invited its reseller
partners to nominate which organisations
in their communities they would like to see
benefit from the fund. The trustee board,
which will meet on a three monthly basis
to review new submissions, comprises Alan
Ball, Spicers; Simon Drakeford, Euroffice;
Mark Penketh, Penkeths; and David
Langdown, XPD. They will sit alongside
Trustee Chairman, Lord Digby Jones and
Secretary to the Trustees, Sarah Jones also
of Spicers.
A new 5 Star™ website will launch early
in 2014, featuring the full 1,600 strong
product range, information on donations
made by the Charitable Trust, trustee profiles
and nomination forms for dealer partners
to utilise. A range of supporting printed
materials has also been created to assist
resellers in promoting the CSR message and
the benefits of choosing the 5 Star™ brand
to their customers.
Competing in the retail arena
Part of the 5 Star™ EOS range rebrand
involved the creation of new consumerfriendly packaging. This is just one of the
value-added benefits open to partners
who sign up to the wholesaler’s recently
launched Brilliant Retail Programme, which
was set up to help independent stationery
retailers to proactively compete in this
arena.
The wholesaler says it ‘greatly benefited’
from the output and understanding it
gathered at a hosted retail-focussed forum
where a group of independent retailers
dedicated their time to share knowledge
and experience to help finalise Spicers’ retail
support offering.
One of the first initiatives offered by the
wholesaler, which will be uniquely available
to those signing up to the programme,
was across the 5 Star™ compatible range.
Spicers plans to roll out in-store marketing
materials, a branded retail-friendly extended
product range and tangible financial
benefits including a sale or return deal, all
of which recognise that the retail model has
different needs to a commercial dealer’s
proposition.
Spicers CEO Alan Ball said: “We
fundamentally believe in supporting local
retail business and our experience and
research has helped us refine the model. It
identified a genuine need for up-weighted
brand and marketing support and the right
product range offer to enable them to excel
in today’s tough retail climate.”
UK-based manufacturing
Ball said that the rebrand also significantly
raised the profile of the 5 Star™ inkjet
and toner cartridges range. “This in turn
led to us being approached by a number of
manufacturers who wished to be considered
as a route for supply.”
Spicers recently awarded the supply
contract of its 5 Star™ compatible and
remanufactured cartridges, across both inkjet
and toner, to UK-based manufacturer DCi.
“Selecting DCi is a major, positive move.
www.printitreseller.co.uk
Alan Ball,
CEO, Spicers
We
fundamentally
believe in
supporting
local retail
business...
Simon Wallis,
Business
Development
Director,
Spicers
They are ideal partners with UK production
facilities which help to reduce our carbon
footprint and provide greater flexibility and
immediate access to stock,” he added.
A brilliant recycling initiative
The partnership with DCi also gives
Spicers' Brilliant Partners access to DCi’s
comprehensive recycling programme.
“The cartridge recycling service provides a
solution to resellers who wish to assist their
customers in proactively recycling used ink
and toner cartridges,” explained Ball.
Resellers are provided with envelopes
and bins which they can distribute
throughout their customer base, allowing
them to easily return used cartridges free of
charge to DCi for recycling and re-use.
Spicers Business Development Director
Simon Wallis said: “Having a simple scheme
that reduces waste cost for an end user
business and offers a sustainable, cost-free
solution gives our resellers major benefit
when selling the whole EOS proposition to
their customers.
“Being part of Spicers’ Brilliant Partner
programme is all about having the ability
to tap into our suite of services that
provide added-value to resellers’ customers
and our cartridge recycling scheme
certainly does that.”
Katie Weyman of Officeworx, one of the
first dealers to use the service, said: “We’ve
been really impressed, it’s flexible and
collections are speedy. Previous solutions
we’ve trialled have meant we’ve had to sort
original cartridges from compatibles, but
that’s not necessary with DCi, making it a
practical solution for our customers and the
Officeworx business too.”
www.brilliantpartner.co.uk
Print.IT Reseller 23
New to MPS?
Let Midwich help
you with the
four-step process
FEATURING...
UNSURE WHO TO
RECOMMEND?
Choose from our
trusted partners
Thought you understood print?
Join the Managed Print movement
• Market data shows a shift towards MPS
• End users are looking for greater, company-wide savings
and efficiencies, with a fixed print cost
• Benefit from the regular source of income MPS provides
Let Midwich help you every step of the way...
Visit today
www.midwich.com/Q4MPS
or scan the QR code
Terms & Conditions: Prices are trade and exclude carriage and VAT. Prices are correct at time of publication, please confirm at time of ordering. E&OE. All transactions are in accordance with our full terms and conditions, a copy of which is available upon
request. All trademarks are the property of their respective manufacturers. Your calls may be recorded for training or demonstration purposes. Copyright © Midwich Limited 2013. Midwich Limited, Vinces Road, Diss, Norfolk IP22 4YT. Job Number: Q413-3686
Midwich
Better placed to
deliver more
Midwich’s experienced print team are at the forefront of
what is an ever-changing market. The solutions available
across the group mean they are able to deliver much
more than simple, single-sale print transactions.
Midwich has been operating in the
print market since the early 1980s
with Brother its first ever vendor.
Today, the company works with
eight major print manufacturers and
brings a leading level of service and
support in print, as well as the ability
to unlock doors to a variety of other
markets for its resellers, through
a diverse range of technologies
including AV, audio and security.
For print resellers looking to explore
the supply of other office technologies
to customers, Midwich’s specialist sales
staff can provide expert advice and
offer the added value of being able to
confidently order a range of technologies
from one distributor, whilst at the same
time providing a one-stop-shop for end
customers.
Managed print services
“One area the print market is seeing
significant interest in and which Midwich
can help resellers with is managed print
services,” said Print Business Manager
Jonathon Francis.
MPS moves away from the traditional
transactional sales approach, where
businesses run a fleet of multi-branded
printers in different departments,
all of which work
independently of each
other and have costly
and separate
requirements for
consumables.
www.printitreseller.co.uk
Our brand,
technical
and sales
specialists
have expert
knowledge
and work in
partnership
with resellers
looking to
expand into
managed
print
services.
“Today’s smarter end user is making
the most out of a managed print service,
preferring to have their entire print
operation (hardware, consumables
and servicing) monitored and run from
one single source, resulting in reduced
operational costs and greater business
efficiencies,” he said. “MPS enables
resellers to deliver the ultimate service
offering to customers, while simultaneously
providing a regular income stream.”
Midwich, a 100% trade-only business,
supports its resellers, helping them to
decide which print manufacturer to go
with. “Our brand, technical and sales
specialists have expert knowledge and
work in partnership with resellers looking
to expand into managed print services. We
work as a team and join them on customer
visits if required, ensuring the sales process
is as smooth as possible,” explained
Francis.
To provide end customers with even
greater business efficiencies, Midwich is
also able to offer PaperCut and ScanShare
software. “These solutions deliver an extra
level of detail about customers’ print costs
and usage, down to each individual in an
organisation if required, allowing them to
quickly see where even greater efficiencies
can be made across their business,” added
Francis.
Forward-thinking philosophy
In line with its forward-thinking philosophy,
Midwich has recently partnered with 3D
Systems, a leading provider of 3D contentto-print solutions, including 3D printers,
print materials and on-demand custom
parts.
Ideally suited for the education market,
the Cube and CubeX models and their
3D print technology give students and
teachers the opportunity to see their
ideas and creations literally form in front
of their eyes. Francis said that interesting
and tangible lessons with this amazing
technology should inspire a generation
of young minds, helping to shape future
creativity and imagination.
The wealth of extra added value
services offered by Midwich helps its
channel partners to provide the ultimate
service to their customers. “For example,
we offer a direct shipping service, where
we deliver direct to resellers’ customers
in plain or customised packaging,” said
Francis. This fully flexible service enables
resellers to say how they would like to
have orders labelled – whether it’s with
Midwich branding or their own logo, or
under a plain label for instance.
Other services designed to help dealers
promote key messages to their customers
include the availability of custom-branded
marketing materials such as brochures,
adverts, flyers, e-shots, web banners and
product PDFs, all of which can be produced
utilising the reseller’s logo and contact
details.
Midwich also supports resellers through
a range of credit services designed to
protect from fraud and bad debtors. Credit
intelligence alerts highlight suspicious
addresses and other information designed
to provide total peace of mind when doing
business.
For further information about working
with Midwich on print management
services and 3D printing products, or to
discuss how the breadth of the Midwich
Group can help unlock new business,
contact Midwich specialists on 01379
649200 or visit www.midwich.com
Print.IT Reseller 25
browser independent
software
Ratio 3
1
Tesseract was formed in 1985 to develop, market, sell and support
specialised systems for the Service Industry, and can now boast over
350 successful installations worldwide. Our full suite of modules
includes contract management, helpdesk, scheduling, workshop,
mobile data, stock and logistics and customer web portal.
2
Meter Billing!
The tesseract service management system has a fully
integrated Meter Billing and invoicing component.
service centre clients
include:
www.tesseract.co.uk
The service centre 5.1 contract system
supports meter billing contracts
this includes:
• Usage, Block, Discounted or Minimum Billing
• Consumable Entitlement
• Unlimited Meters per Device
• Multiple Machines & Sites Consolidated Contracts
• Non Metered Contracts
• T&M Contracts
• Customer Meter Readings via the Web
• Seamless Integration to your chosen Financial Package
• Integration to Remote Monitoring Solutions
Contact Tesseract on +44 (0) 1494 465066
European Office
1 Newmans Row,
Lincoln Inn, Lincoln Road,
High Wycombe, Bucks.
HP12 3RE United
Kingdom
sales
+44(0)1494 465066
email
sales@tesseract.co.uk
North American Office
11150 Sunset Hills Road,
Suite 307,
Reston, VA 20190 USA
sales
+1 703 437 4230
email
sales@tesseractUSA.com
01732 759725
Tesseract
Tesseract puts you in control
Service management software solutions provider Tesseract
views the copier market as key for growth.
Established in 1985, Tesseract
develops, markets, sells and supports
specialised problem management
systems for the service industry. The
company has over 350 successful
installations worldwide and a strong
foothold in a number of market
sectors including security, medical,
air conditioning and catering, to
name a few.
Its core product Tesseract Service Centre
is a browser-independent, modular, endto-end solution that addresses all aspects
of service delivery and management;
from asset tracking and configuration
We’ve
already
partnered
with Print
Audit and
we’re in
discussions
with a
number of
developers...
control, to meter readings and invoicing,
to scheduling engineer call-outs and a
complete workshop repair module that
controls the entire process.
Until recently, Tesseract was not actively
marketing its services within the UK
copier market. However, having identified
an opportunity, primarily within this
vertical, it now has added additional core
functionality to the product.
According to Sales Manager Kevin
McNally, this is a niche market for Tesseract
and one where the company is investing
heavily. “We’re evolving our solution to
meet the specific needs of vendors in this
space,” he said. “Service Centre was in fact
the first field service management system
to successfully introduce a meter billing
module specifically targeted at printer
vendors.”
The latest version, Service Centre 5.1,
has a number of enhancements including
integrated real-time GPS, which enables
customers to see where engineers are at
any given time for more efficient routing
and management. Like the previous model,
it can be used on its own or as part of a
complete service management offering.
“Service Centre 5.1 can be integrated
with other solutions,” said McNally.
“We’ve already partnered with Print Audit
and we’re in discussions with a number of
developers to further expand its value as
part of a totally integrated managed print
service.
“For customers, it’s about giving
them control of their business,” he said.
“Standard functionality includes a full
audit trail of machines on contract and
automated administration across billing,
warranty control and third party support;
meter reading and supplies replenishment;
call logging and engineer dispatch;
logistics control; a full workshop repair
module; and a sales tracking system with
remote access.”
The ROI is tangible and significant.
“For example after introducing PDAs and
empowering its 80 engineers to complete
their own calls and reports, one of our
customers reduced the number of phone
calls to its call centre by half, achieving
savings across both its mobile telephone
bills and in man-hours,” said McNally.
www.tesseract.co.uk
Reaping the reward
As part of a £100,000 investment in
new technology to streamline its backoffice IT systems, Burnley-based Copifax
installed Tesseract’s Service Centre service
management software.
The result is a much more efficient and
effective service operation. The system has
streamlined Copifax’s call handling, field service
management and accounting procedures, freed
up valuable time for its people and improved
levels of customer service.
Managing Director Keith Collinge said:
“We’ve linked Service Centre into our Pegasus
Opera accounts package and created an
integrated database that embraces every
customer and every asset, currently totalling
3,500 units in the field.
“The benefits of the system to both
us and our customers begin with Service
www.printitreseller.co.uk
Centre’s automated call handling and logging
functionality and will eventually culminate with
the use of palmtop computers by our field service
technicians who will be able to seamlessly
integrate with the system,” he added.
M2 Digital has also moved to Tesseract’s
Service Centre browser-based service
management system to help underpin its rapid
expansion.
Tesseract’s software is regarded as core to
the company's business, which provides multivendor and best-of-breed technologies from a
range of manufacturers and software houses. The
browser-enabled system will play a key role in
supporting new initiatives within M2, which has
experienced massive growth in recent years. This
rapid expansion is expected to continue, with
new offices being opened at several locations.
M2 expects the three main benefits to be
improved meter reading – to correctly audit
customer usage and advise on the correct
solutions; a more efficient invoicing system; and
better communications for customers and service
engineers.
Denbigh-based Panasonic dealer Copyrite
Business Systems and its sister company,
Compurite Information Technology Solutions,
a major player in the provision of one-stop
IT solutions embracing, hardware, software,
networking and communication systems, have
been using Tesseract’s Service Centre service
management system for several years.
Copyrite implemented the software to
replace an older system. IT Manager Mike Harris
said: “The main reason for investing in the
software was to enable both our companies to
maintain high levels of service, and it is
doing that.”
Print.IT Reseller 27
You can be
PRO-ENVIRONMENT
with PRO-DESIGN
High whiteness
Sharper contrast printing
Vivid colours
Excellent printability
www.woodlandcarbon.co.uk
The Premier Paper Group has calculated the amount of CO2 generated per tonne of Pro Design
and by working with the UK based environmental charity The Woodland Trust, the equivalent
amount (or more) of CO2 is captured by planting and conserving native woodland here in the UK.
The scheme is facilitated by the Woodland Trust and is part of the governments' Woodland
Carbon initiative backed by the Forestry Commission.
Visit www.paper.co.uk or contact
marketing@paper.co.uk for
more
information
28 Print.IT Reseller
01732 759725
TCO
Printer TCO calculator
launched for the
channel
CharisCo Printer Labs, a consultancy specialising in the total
cost of ownership of printers, is making its sophisticated
lifetime costs TCO service available to resellers and their
customers via a software service (SaaS) that can be integrated
into any e-commerce site or a reseller's own sales platform.
Peter Maude: the true cost of print
For many years, CharisCo has been
providing the industry and the market
with advice about the true cost of
printing. As part of its service offering,
it has developed tools that enable
resellers and end users to determine
a) how much their printing costs
and b) what the most cost-effective
printer is for their particular needs.
It is now making these available to the
channel in the form of a software service that
has been built to be as flexible as possible
in its Total Cost of Printing calculations. For
instance, it can handle flexible ownership
periods; customisable page coverage;
balance of black vs colour pages; and also
define which consumables will be used. All
calculations are based on real time prices
pulled directly from the host e-commerce
website or channel sales platform.
Peter Maude, Director at CharisCo
Printer Labs, said: “Realistic lifetime costs
associated with printers have always been
difficult to calculate. With tcprojector
API, channel and e-commerce resellers
are easily able to provide customers with
independent lifetime cost comparisons of
printers based on their own live prices,
having made as detailed an assessment
of what is printed as they or the customer
choose to define. Channel resellers can also
use the tool to refine their own proposals.”
www.printitreseller.co.uk
CharisCo says the tcprojector API is
ready to go and can be integrated into
any e-commerce website within a couple
of weeks or be built into a dealer’s own
customisable software solution.
A bespoke development service can help
smaller channel players create a solution
to run calculations across fleets of printers,
giving its sales people access to TCO
information that they can use as part of the
sales process to provide an independent
proof-point on cost comparisons.
To show how the tcprojector API might
work on a host e-commerce website,
CharisCo has created a working demo at
http://tcprojector.com/ecommerce-demo/.
This has a simplified interface that
might be appropriate for home user
customers and includes a fully functional
version of the ‘Customise printing’ feature,
which delivers a much greater level of
detail and accuracy than is provided by
other e-commerce sites.
The roll-down allows site visitors to
personalise TCO calculations by entering
their own usage details including print
volume, document type and energy tariff.
Users can also specify whether the TCO
should include the purchase price of a
device and the number of years over which
it should be calculated. The demo includes
real printers and real prices, anonymised
to avoid the demo being time/modelsensitive.
Resellers and e-commerce companies
can find further information at
http://api.tcprojector.com/.
NAPPS UPDATE
Service support – Can you really
delight your customers?
By Aaron Warham,
Director, NAPPS
A recent article by Salesforce
proposed the idea that one
part of successfully retaining
customers is to delight them
with ‘Hero’ moments throughout
the customer/supplier relationship. With everything
that the NAPPS community is driving for in terms of
providing the highest possible levels of service and
support, I thought it best to delve a little deeper.
The theory behind the idea is that customers believe they
have received satisfactory service when their expectations
have been met and experience delight when those same
expectations have been exceeded. However, if the customer’s
expectations are already set at a low level, what does a feeling
of delight signify? Does it really mean that they have received
an outstanding level of service?
The real hurdle for the UK channel is what Salesforce calls
‘confirmation bias’ – a quirk of human perception that leads
people to selectively filter information based on a previous
experience. This mean that if a customer has a positive
experience with a particular supplier, they will sub-consciously
be biased towards that supplier regardless of future experiences
– good or bad. The problem for the UK channel is that this
also works in the opposite direction, with initially negative
experiences clouding positive developments in the future.
Negative feelings towards the imaging industry are
apparent if you spend more than two minutes speaking to
any UK buyer who has had any experience of dealing with the
channel. They all seem to have had at least one bad experience,
which clouds every decision they now make. So how can you
provide ‘delight’ if the deck is already stacked against you?
The key is, from the start, to set expectations at a level that
can actually be achieved but are also above the norm – and
I’m not talking about standard service SLAs. If there is one
thing the UK buyer now expects it is a 4-hour call-out and well
over 90% first time fix rate. A truly service-driven company will
look at every level of customer interaction and ‘promise’ to
ensure that realistic and achievable expectations are always set.
Exceeding those expectations and making that ‘hero’ moment
then becomes a simple matter of dealing with whatever issue
arises first – and there is always an issue – and creating that
first ‘delightful’ experience for the customer.
Creating an endless stream of delight is obviously
unsustainable, but maintaining a tight focus on the customer’s
overall experience, from start to finish, is key. By setting and
then meeting expectations, the stage is set to create a ‘hero’
moment for every customer.
What the last two years within NAPPS has shown is
that there are companies in the UK that are already setting
standards above the norm and actively looking for ‘hero’
moments to arise. They don’t need to be major melt-downs
that require herculean responses: often it is the little things
which get filed away in customers’ memories that build the
bias and strengthen the long-term relationship.
Print.IT Reseller 29
cover story
Better than the
real thing
Olivetti’s entry-level integrated
signature capture solution
eliminates the need to print,
sign and scan documents by
facilitating more efficient
all-digital processes.
30 Print.IT Reseller
Olivetti is pleased to announce
the launch of its Graphos Kit, an
electronic signature capture solution
for digital documents aimed at
professionals and small to medium
sized enterprises, and the sale of the
first 10 units through the Olivetti
Dealer network, since the Kits were
launched in the UK on December 1.
The innovative ’ready-to-use' solution
brings the paper-less office a small step
closer. It combines a hardware solution
and integrated software that allows the
signing of documents, in digital format,
through graphometric technology, without
the need for additional development or
the integration of specialist software on a
network.
Olivetti is the European leader in
dematerialisation projects which make
use of graphometric signatures at a
counter, reception desk and on the move.
The launch of the Graphos Kit provides
a 'ready-to-use' solution for signing
documents in digital format through a
graphometric pad, which records the
unique characteristics that define an
individual’s signature.
A special algorithm binds the Electronic
Signature permanently to the document,
guaranteeing protection of the signatory’s
biometric data and the integrity of the
signed document.
The Kit is specifically aimed at
professionals and small and medium-sized
enterprises operating in diverse business
sectors, such as hotels, repair service
centres, sports centres, rental services and
even letting agencies, where clients are
usually required to sign standard forms,
01732 759725
colour
cover
printing
story
including registration forms, receipts for
delivery or collection and consent forms for
the handling of personal data.
The Graphos Kit is part of Olivetti’s
expanding digitisation range, which it has
assembled in partnership with some of the
world’s leading third party innovators, in
this case Wacom.
How it works
The solution creates PDF files from any
document or widely used application,
i.e. Microsoft Word, and allows one or
more signature fields to be added after
the signature has been captured via the
graphometric pad.
The technology used ensures a
customer can sign their name naturally,
as the pad is flat and the capacitive pen
reacts very quickly and feels like a normal
pen or pencil. The unique parameters of a
signature are taken into account, including
the pressure the hand puts on the pad, the
rise and fall rhythm of the signature itself,
the direction of movement, general speed
and any natural acceleration. The resulting
image should reflect the individual’s
signature very closely indeed.
Through a specific algorithm,
graphometric signatures are embedded
into a document and cannot be altered,
ensuring the protection of the biometric
data of the signatory and the integrity of
the signed document. The biometric data
captured is compatible with the ISO / IEC
19794-7 and ISO 32000-1 standards for
digital signatures in a PDF.
Easy to install
The Graphos Kit is easy to install and use
and allows customers to make savings on
the printing, managing and archiving of
paper documents, as they are all stored
digitally.
The kit is delivered in a simple box,
which contains the Wacom STU 520 LCD
signature pad with 4.7" colour display; a
capacitive pen and pen tether; a USB cable
for connection to a PC; and a Web link and
license code to enable the download and
activation of the Graphos Kit software. It
also contains a Quick Guide to instruct the
first time user how to install and use the
solution.
To find out more, please contact
Olivetti on 01908 547980 or visit
www.olivetti.co.uk.
The Graphos Kit is part of
Olivetti’s expanding digitisation
range, which it has assembled
in partnership with some of
the world’s leading third party
innovators, in this case Wacom.
www.printitreseller.co.uk
Print.IT Reseller 31
Year in review
Year in Review 2013/2014
As the printer market responds to the improving economic outlook, PrintIT Reseller asks
leading lights from the imaging industry for their thoughts about the year we’ve just
had and what 2014 has in store. To kick off our coverage, Steven Swift of IDEAS outlines
developments in managed print services (MPS). On the following pages, leading vendors,
distributors and resellers reveal their triumphs, hopes and fears.
Steven Swift, IDEAS
MPS vendors turn their
attention to SMEs
2013 was the year in which OEMs
and their channel partners started to
take Managed Print Services (MPS)
for SMBs seriously.
Until 2012, with the exception of Xerox
and its XPPS programme, most OEMs saw
MPS as a direct offering mainly for large
enterprise clients and struggled with the
idea of transferring the concept to channel
partners and much smaller accounts. HP
might claim to be another exception, and
certainly it has made several attempts
at launching channel MPS offerings, but
none of these has so far achieved enough
traction to make MPS a mainstream part of
HP’s printer channel business.
Change has been driven by increasing
awareness of the benefits of MPS among
SMBs that want to realise the same cost
savings and productivity gains that larger
counterparts have enjoyed. At the same
time, resellers have experienced increasing
pressure on their transactional business,
with many reporting declining revenues
and squeezed margins, especially on
hardware and colour clicks.
It should not be a surprise to anyone
that transactional revenues and margins
are under pressure. We are all used to
telling customers that they can expect
to reduce their costs by around 30% if
they move to MPS. If customers all take
that advice and achieve 30% lower
costs, the aggregate result has to be a
corresponding dip in total market revenues
and a massive crash in margins.
The saving grace for the industry is
that in order to realise those savings,
customers need additional software tools
and services to manage their print output.
The challenge for resellers is to adapt their
business models and processes to ensure
that they can build these services and then
sell them at a worthwhile price to their
clients. The uptake has to be great enough
to recover sufficient revenue and margin to
offset the decline in sales of hardware and
consumables.
Some larger independents have been
able to make this transition successfully,
but many, especially medium-sized and
smaller resellers, have found that they need
help in identifying and acquiring the right
toolsets and adapting their organisations
to sell and implement these solutions.
OEMs are responding with channel
MPS programmes that typically include
integrated toolsets, training, pre-sales
support and access to special pricing. A
good example is HP’s new SPS programme,
leveraging IP from its Printelligent
acquisition, which has been piloted in
Germany and the UK and is expected to
roll out across Europe in 2014. Konica
Minolta has been supporting its channel
partners in several countries with a version
of its OPS programme, adapted for the
channel, but retaining the core toolset
based around PrintFleet and Perform
IT’s Vendor suite. Kyocera is rolling out a
Ian Dunsmore, Print Audit Europe
Mind the gap between expectation and outcome
The next step in MPS is moving from devices to the user. Most
office equipment dealers have worked out how to manage a
device remotely, send the toner in advance and collect meter
readings. In 2014 I think we will see more customers demanding
value from their MPS agreement and looking to understand what
the factors are behind print volumes – the who, what and how of
office printing.
The gap between customer expectations of MPS and the delivery of MPS
programmes by providers will be in sharp focus as customer expectations
grow. At PAE we have taken the unusual step of assisting our partners by
not selling software. Instead, through our Premier Subscription service, we
give them the flexibility to consult and support their customers in a range of
32 Print.IT Reseller
concept that includes KyoFleet (a specially
designed version of PrintFleet), together
with access to Evatic service management
software and a commercial strategy that
actively supports the Channel. In the IT and
Office Supplies channels, Brother has been
actively promoting its MPS programme
with increasing success. Expect to see more
channel MPS activity in 2014 from among
others, Ricoh, Canon and Oki … and
maybe Samsung.
Software providers face big challenges
and opportunities. The industry remains
fragmented and populated largely by
relatively small, national companies. This
makes the sales activity too expensive
to access a significant share of the
market and creates problems associated
with insufficient scale of operations.
Additionally, many of the software tools on
offer have overlapping functionalities, but
also don’t easily speak to each other – for
example device monitoring software and
service management systems. Furthermore,
resellers may have to choose between
software tools offered by OEMs, which in
many cases work only with the sponsoring
OEM’s hardware, and independent toolsets,
which have multi-vendor capabilities.
This makes MPS software a jungle
in which many resellers are easily lost
without independent help. There is surely
an opportunity for one or two of the bigger
international software providers to step
in with an integrated software tool suite,
combined with a package of support for
the channel.
solutions without the customer being tied into obsolete and outdated software
with costly upgrade paths.
The solutions encompass Remote Printer Management, as customers
increasingly prefer not to send in meter readings and request toner;
Management Information, Rules and Accounting Software to manage
and control the print environment; and secure printing from any device.
Customer satisfaction levels increase through this approach, strengthening
the relationship between the service provider and their customer. It also
allows the provider to increase their recurring revenue streams and
profitability.
In 2013 over 250 office equipment dealers signed up to this unique
programme and started to meet their customers’ requirements with more
than just device management. In 2014 we see this trend increasing,
challenging the traditional outright purchase model and all
the limitations that has for the provider and the customer.
Continued...
01732 759725
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Year in review
...continued
Martin Fairman,
UK and Ireland channel director,
Lexmark
Andrew Hall,
marketing manager,
Oki Systems UK
More solutions on the horizon
Innovation opening up new
markets
We have seen positive growth this
year due partly to our copier, on-line
and mail order partners. Midway
through 2013 we expanded our
partnership with Westcoast to enhance
channel reach. Our other distributors,
Exertis Micro-P, Midwich and Ingram
Micro, have also performed very well
and continue to be valued partners in
support of our growth strategy.
Solutions will continue to be a huge
focus for us in 2014, as we expand our
offerings to our partners to enable them
to maximise profits and add value for their
customers. We will be announcing a range
of cloud-hosted solutions, one of which
will be a ‘hosting and grading’ application
specifically aimed at the education sector.
We will continue with our recruitment
of partners who want to move their
organisations into MPS/BPS and sell these
lucrative cloud-based solutions.
Gary Downey,
group marketing director,
Balreed
Demand continues to gather
pace
2013 has been a huge year for
Balreed. Our service-led approach
has really helped us drive organic
growth; we’ve won some great new
business and managed those rollouts well; and, on top of that, we
have completed two acquisitions in
the last five months.
Demand in the marketplace has
gathered pace. Whilst financing is still an
Achilles heel for some, we have seen an
increasing number of clients develop a
real desire to move on from their current
suppliers, unhappy with indifferent service or
escalating costs, and do something about it.
How to take advantage of cloud
technology and how best to cater for mixed
and mobile technology environments are
topics for which we have experienced
increasing numbers of enquiries from
clients. There is also an appetite among
many senior buyers to step up from print
infrastructure and improve efficiency within
their businesses as they plot their recovery
from the recession. We have developed a lot
of unique offerings for these customers and
expect demand to grow further in 2014.
The pro-actively supported MPS we
provide to clients is a perfect platform
on which to build processes and we are
looking forward to working closely with
existing, as well as new, clients to help
them achieve second and third phase
improvements in their document strategies.
www.printitreseller.co.uk
There is also
an appetite
among many
senior buyers
to step up
from print
infrastructure
and improve
efficiency...
In the first half of the year SMEs
were still acting cautiously. This
resulted in very stiff competition
in the market, with customers
spending more time researching
affordable alternatives to major
investments.
The continuing need to minimise
overheads has led to consolidation of
printer stock within businesses and
greater take up of multifunction devices
to streamline printing processes. In turn,
this has caused managed print services to
evolve into managed document services,
which puts the emphasis on workflow
plus document storage and security.
Pricing was very keen, but we
have adapted to this trend with some
compelling promotional offers and new
models that meet market demand for
affordability, energy-efficiency and a
smaller footprint.
Oki Systems UK has always been at
the forefront of innovation and 2013 was
no exception. We launched a new range
of A4 colour and mono multifunction
devices that have already won several
awards. In addition, we launched the firstever LED 5 Toner device (below) offering
clear spot applications or white toner
printing on dark substrates. This is unique
in the industry and very cost effective too.
The key growth area for OKI is
managed document services. OKI has
been offering managed print services for
some time, but in September we launched
our global brand, smart managed
document solutions. With the continuing
drive to cut paper use, we predict new
focus on smarter, streamlined processes
and document management.
We are very excited about 2014.
Our new 5 Toner device will be key for
us in the early part of the year and our
enterprise class A4 multifunction devices
will continue to reveal new opportunities
in the managed services arena. OKI is
already working on new releases for the
latter part of 2014, which will open up
new markets for us.
Nigel Allen,
Marketing Director, KYOCERA
Document Solutions UK Ltd
Reliability brings its own
rewards
Over the last year we’ve seen margins
being squeezed, and the economic
situation continues to be tight for
everyone. Now more than ever,
people are looking for robust, reliable
products that are built to last, so
longevity of kit and low running costs
are more important than ever.
KYOCERA’s 100% indirect policy has
definitely proved beneficial in the current
economic climate. Resellers have the
confidence to rely on us and our loyalty –
the fact that we provide extensive resource
and services to support them and their
customers is also a factor. The end result
is that we’re still growing as a company
because we create a safe environment in
which to do business.
In 2014 we expect to see increased
interest in the ‘best practice’ of managing
print – from basic managed print services
through to Cloud print where people are
utilising Managed Document Services
in the Cloud, which, by cutting out
infrastructure costs, saves significant
amounts of the total IT budget.
Steve Mitchell,
Group Product Marketing
Manager, KYOCERA
Document Solutions
Customised apps to take
centre stage
We’ve seen significant market share
growth around A4 MFP solutions, A3
MFPs and colour printing as a whole
in 2013.
The competitive trend is continuing,
which reduces the average selling price
and highlights the need for genuine
consumables and value added services
which will complement the functionality
of the MFP. At KYOCERA we’ve focused
on our HyPAS platform, creating over 100
apps ranging from our free Mobile Print
App and free Login Manager App to Print
& Follow and PinPoint Scan, which are
designed for SMEs, and SIMS Connector,
BioStore and Teaching Assistant which
support the education sector.
In 2014 we’ll see the emphasis on
customised apps and services, including
Cloud, continue and look forward to
developments in bureau scanning, 3D
printing and consultancy.
continued...
Print.IT Reseller 35
Year in review
review
...continued
Phil Jones, managing director,
Brother UK
Upskill to meet new
opportunities
Big data and big insights
Big data is growing exponentially, but the
key challenge for 2014 will be getting the
big insights. Business intelligence is the
number one priority for CIOs. Extracting
usable information from data will become
key. Specialists offering hosting, analysis and
insight under one roof will emerge, taking
the headache of big data away from CIOs
and CMOs.
Services as a Service
More and more services are being
introduced to the market. For the channel to
truly exploit this opportunity, skills around
pre-sales consulting, deployment and
support need to be developed. Those that
have already taken the leap are accruing the
benefits of customer intimacy and trusted
advisor status, by aligning more closely with
strategic direction and ‘baking in’ customer
dependency on their solutions.
The cloud gets bigger
The cloud will dominate the landscape and
horizon, and on-premise IT solutions will
continue to decline. CMOs will become more
influential in the short-listing of technology
as IT goes off-premise. This will require a
greater spread of contacts in organisations
and further democratisation of decisionmaking. Demand for ‘location independent’
products and services will continue to grow
as a result.
BYOD gives way to COPE
The concept of ‘bring your own device’ is
well established in large businesses and
enterprises, and device independence will
continue to gather pace. Hardware provision
in enterprises is shifting from BYOD to
COPE (Corporately Owned, Personally
Enabled) due to security and data issues. The
requirement for mobile device management
(MDM) will continue to grow.
Print Evolves
Latest estimates indicate a single digit
decline in the print market over the next five
years with big swings towards servicesbased printing (BPS/MPS) and portable
and mobile printing. This signals a great
opportunity for the channel to upskill and
bring new conversations to their customers
beyond cost of ownership, speeds and
feeds. Transactional print will continue to be
dominated by the major players, with priority
being put on programmes that capture
end-to-end consumables and brand loyalty
with partners.
exists for most people. Now it’s all about
agile, flexible, mobile working. Print is
changing as a result. Resellers need to tap
into this growing trend and ensure they
have the skills, knowledge and products
to address the requirements of roaming
workers. ‘Roam’ is the new working
capital for agile businesses evolving their
cultures and working practices.
Latest
estimates
indicate a
single digit
decline in the
print market
over the next
five years...
3D printing grabs headlines, not
consumers
3D printing is still in the early stages
of its lifecycle. There’s a high degree of
technical capability needed in current
application software, so consumerisation
of the technology in terms of mainstream
penetration will evolve. In 2014, vertical
markets and specialised bureaus will emerge
as the technology goes through the growth
curve – currently at around 60% CAGR in
units. It is estimated that the sector will be
worth in excess of €2.5bn by 2017.
Roam is the new home
The traditional 9-5 work pattern no longer
Jeremy Spencer, marketing director,
Toshiba TEC UK Imaging Systems
Green shoots revive interest in green
business
We are finishing 2013 in a very positive
frame of mind: after what seems to be many
years of doom and gloom, this new-found
optimism is very welcome. A number of
trends that have been gathering momentum
really took hold in 2013. Chief among these
was the issue of carbon reduction and energy
efficiency – it would seem that the green
shoots of recovery have rekindled thoughts
of green business.
With businesses of all sizes paying greater
attention to their corporate social responsibilities
(CSR), 2013 saw the launch of our e-STUDIO
306LP/RD30 MFP, which utilises the most advanced
erasable toner technology ever brought to market.
36 Print.IT Reseller
Workflow
Technology solutions will be focused
on how workflow can be improved
and digitised. Document production,
distribution and management will rise
up the list of strategic priorities. Business
Process Management (BPM) is high up
the agenda of organisations looking to do
more with less on their productivity drive.
Collaboration
The disruptive nature of the commercial
landscape will drive demand for
collaboration platforms and mobile
conferencing solutions that enable
fast, face-to-face communication. New
conversations may emerge in the channel
as resellers identify skill gaps and
commercial deficiencies, leading to more
vertical outsourcing amongst players
in non-competing markets, verticals or
sectors.
Consolidation
The market will see further consolidation
at multiple levels. Large vendors will
continue to acquire niche services and
solutions businesses that embellish
their primary offers and assist in the
development of new market sectors.
Distributors and resellers will continue
to consolidate as margin pressure builds
amongst those with hardware-heavy
business models that lack positive margin
contribution from services propositions.
This complements initiatives such as our Carbon
Zero scheme, which ensures that any CO2 produced
during manufacturing and supply processes is
entirely offset.
I believe 2014 will be the year of intelligence.
Businesses are starting to pay more attention to their
information input channels and demand more from
the content they have access to. This information and
advanced intelligence can then be used to enhance
customer satisfaction which will benefit all parties.
Finally, security will continue to be high on the
agenda. For those operating in areas with high levels
of sensitive information, high profile cases of lost
and stolen data have brought the issue of security
into sharp focus. We have addressed this issue by
introducing elements such as Self Encrypting Drive
(SED) technology, but there’s still much to do in
terms of educating end users about the importance
of having a ‘whole life’ approach to security.
01732 759725
Year in review
Tatsuo Murakami, MD,
Riso
Inkjet to benefit from
changes in how we print
There is definitely a noticeable
upward trend in the economy,
and a positive feel to many
sectors. But, it’s also a changed
market, with a different way
of thinking. Companies and
organisations still have to keep
an eye on reducing costs, more
so now than ever.
Hand-in-hand with economic
growth is a need to acquire new
equipment to fulfil new contracts, but
the days of large capital investments
are gone and people are looking for
alternatives. They are looking to add
more colour to their printing, and due
to budgetary pressures they have to
be focused on a solution that is cost
effective.
Because we offer that alternative
and because we offer the ability to print
in colour at high speed and low cost,
we are seeing more and more people
reassess how they print. That’s why we
at Riso have recorded a 20% increase in
turnover. We’re very positive about the
state of the printing industry and the
part that inkjet is playing in its future.
Shaun Wilkinson, MD, UTAX
Simon Hill, sales director UK & Ireland, Nuance
Data security still a major concern
Audit document processes not just hardware
The key trend impacting the
print industry in 2013 hasn’t, in
my opinion, been fully realised
yet – although it was rarely
out of the papers. Consider
the following possibilities
proposed by Gartner and other
gurus.
n By 2015, 80% of all handsets
will be smartphones and they will all be capable of being
integrated into an enterprise’s decision-making process.
n Cloud-based services are destined to become more
important as more and more devices become capable
of connecting to the cloud and apps can sync across
all platforms. The actual devices become increasingly
unimportant.
n The Internet of Things (500 billion+ by 2015) will become
more important. NFCs, embedded sensors (even biological
implants), image recognition and many other ‘things’ will all
be connected to the Internet and all will be transmitting data,
be it personal, social, medical or commercial.
n The rapid merging of the principal and richest areas of Big
Data will drive the development of faster chips, chip arrays
and AI and, with it, Quantum Computers. The architecture
and infrastructure of computer technology will alter radically
over the next five years.
If all that is true, then we should be very concerned
indeed. Because none of those predictions make any mention
of security and, as Mr Edward Snowden has so ably reminded
us this year, you don’t need to be very clever to steal
information – you just need to be trusted with access.
Many companies are concerned about the security of
their cloud-connected data streams and the people or
organisations who might be seeing that data. Thanks to
various whistle blowers or cyber-terrorists (depending on
your point of view), we already have a fair idea of who they
are, and we cannot be so naive as to believe that there is no
government in the world that would not be interested, for
example, in the latest oil and gas reports from XYZ Plc.
My prediction for 2014, therefore, is that our partners will
see a significant growth in enquiries regarding the protection
of data, images and print in storage or in transmission.
Fortunately – and this may not surprise you – UTAX
does have a range of software solutions that can help. The
UTAX Data Security Kits (available for all A3 MFPs and laser
printers), allied with the in-built security features of many
of our machines, mean that we can at least help our
partners to help their clients prevent a leak.
We expect 2014 to be characterised
by the evolution of two of 2013’s
key themes. First, there will be
increased demand for a cost-effective
and secure MPS that reduces
print volumes by identifying and
eliminating non-essential printing.
There will also be pressure to deliver
continuous improvement and costsaving throughout the term of MPS
agreements that are already in place.
Customers are looking for innovation
throughout the whole contract term, from
mobile printing to document capture and
business processes. MPS suppliers need to
migrate to Managed Document Services and
spend time during the audit phase gaining
an understanding of how documents flow
through an organisation, rather than merely
assessing hardware and print volumes.
As customers demand more, suppliers
will need to demonstrate their capabilities
to current customers, if contracts are to
be renewed; and be able to reference
customers in order to win new contracts.
Most organisations will already have a
form of ‘MPS’ in place and will already
have rationalised their printer/MFP fleet
and implemented basic cost-saving
measures. The supplier who can show
additional savings on top of the incumbent
MPS will win through.
The second trend is further acceptance
of BYOD with end users and organisations
that increasingly operate in what can best
be described as a hybrid environment –
with both mobile technologies and cloudbased solutions changing the way we work
with documents and business information.
We believe that in 2014 we will see
greater demand for easy-to-use and secure
mobile print solutions.
Mobile, document capture, desktop
PDF and workflow solutions will be key
technologies in 2014. As important as their
individual functionality is their compatibility
with each other when embedded on
the MFP. We will see more demand for
solutions that address the issue of nonessential printing. The fix here needs to be
based around an effective and regularly
updated print policy and an intelligent
print management solution that enforces
print rules designed to reduce print-related
costs, volumes and energy use.
On top of cost-cutting, customers
are increasingly asking how they can
get greater utilisation from existing
print and imaging investments. From
an IT perspective, they have acquired
applications such as DMS and accounting
systems to run their organisations; from a
hardware side, they have acquired MFPs,
PCs, laptops and tablets. They are looking
for suppliers to understand their IT estate
and demonstrate how they can optimise
integration between devices and services
to maximise value.
continued...
www.printitreseller.co.uk
Print.IT Reseller 37
Year in review
...continued
Peter Knight,
managing
director,
Printerbase
Tony Burnett,
sales director, Altodigital
Mobile print must be driven
by employers not employees
This year has been interesting for
the print industry. We have seen real
progress towards the ‘less visible’
print and document technologies
that have the potential to really
improve workflow and drive
organisational efficiencies. One key
area for our customers is mobile
print technology, and we’re seeing
increasing demand for mobile print
solutions, as BYOD becomes more
common in the workplace and
employees become increasingly
mobile.
Its two main applications are public
printing through specific print apps and
public hotspots, and corporate printing
utilising solutions that enable printing
from smartphone and tablet technology
to any device within the business
network. In both cases, security remains
the biggest concern. For businesses that
handle sensitive data, it’s essential that
the opportunity for staff to use unproven
and un-tested mobile print software is
minimised and that any mobile print
solution is driven by the company, not the
employee.
Throughout 2014, we’ll see more
companies embracing mobility, and IT
departments will increasingly integrate
secure mobile print applications as part
of a broader BYOD strategy. This has the
potential to increase print volumes, as
employees benefit from total flexibility
and are able to print remotely from any
device, rather than being tethered to a
desktop computer.
Jonathan Whitworth,
managing director,
DSales (UK) Ltd
The future’s so bright...
2013 was an excellent year for DSales
(UK) with record sales of £11.7
million and the opening of our new
showroom at Heathrow serving our
channel partners and their customers
in London and south-east England.
Manufactured by Konica Minolta, the
Develop ineo range continues to be at the
cutting edge of technical innovation and
design. Solutions are now a major factor in
any sales proposal and Develop has some
excellent document management software
apps that are unique to the brand like
the award-winning ‘store+find’ electronic
archiving solution.
Sales of production print systems
remain small. This end of the market hasn’t
lived up to early predictions, possibly
because the downturn hit the commercial
print sector hard and also because of
the step-change needed in dealer service
provision to support this high performance
kit. However, with the economic recovery
sales are picking up.
Prospects for 2014 look excellent.
DSales now has a record number of dealer
channel partners and has the resources
to support partners in very big contract
sales – not only is the volume of orders
increasing, order value is growing too.
Paul Mills,
VP of Business Development, EMEA, Ringdale
MPS opportunities to grow within the SMB market
With the rapid development of MPS and the increased awareness of
the benefits of MPS within SMBs, the year ahead presents a valuable
opportunity for partners to add value to their SMB propositions.
Over the past few years technology and demand drivers have raised the
bar for MPS providers, where we see customer expectations are continuing
to increase regardless of the organisation’s size. More and more, decisionmakers are looking beyond the more obvious cost savings to address their total
document workflow and output needs.
SMBs are looking to drive efficiency and improve their business processes. The challenge, like in
the enterprise market, continues to be that conventional MPS is no longer enough: providers need to
continually adapt their propositions whilst keeping them commercially viable for the customer. It will
therefore be critical for providers to incorporate solutions, such as FollowMe, which offer business
intelligence and flexibility to support business requirements whilst remaining cost effective.
38 Print.IT Reseller
It’s time to
refresh old,
uneconomical
machines
We’ve had some year, that’s for
sure! Printerbase has grown rapidly,
embracing new technology and
ideas and, as a result, has expanded
various areas of the business and
taken on new staff.
Admittedly, it was still a struggle to get
customers to invest in new printers: we
found they were keen to hold onto existing
kit until it really was at the end of its life.
Hopefully, in 2014, we will find customers
are more open to refreshing older, less
reliable, non-economical machines for
newer devices that offer better features and
running costs.
In terms of our printer sales, we’ve seen
A4 mono lasers fall by 12% and A4 colour
lasers fall by 19%. However, there was real
growth in A4 MFPs, with colour up 26% and
mono up 23%. Our biggest growth areas
have been in A3, with A3 laser MFP sales
up 33% and A3 inkjet sales up 30% on the
previous year – quite an improvement!
As we head into 2014, we are looking
towards Managed Print Services (MPS),
which is sure to be a key growth area for
Printerbase. We have developed a number
of key strategic partnerships around MPS
this year and we expect these to bear fruit in
the New Year, helping us achieve over 30%
growth.
Overall, within the print industry, it’s
quite clear that the emergence of 3D
Printing will continue at some pace in 2014
– particularly now that the likes of Midwich
are distributing 3D printers. However, we
still see this as a very niche market and
we’re unlikely to see the devices sold off
the shelf any time soon given the technical
knowledge needed to use them – it’s not
quite plug and print yet!
In 2013, we also found that
customers were turning their backs on the
environmental side of printing, preferring to
focus on cost of ownership when choosing a
printer. However, the environmental message
is still something that, as a forward-thinking
business, we are looking to encourage, and
Printerbase will continue to offer expert
advice and customer service. Here’s to more
success in 2014!
01732 759725
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