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YOUR BUSINESS : T360
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Solutions took centre stage at
Toshiba's latest T360 event held on
November 20 at the Celtic Manor
Resort, highlighting changing
priorities for the print channel.
Toshiba TEC marketing director Jeremy
Spencer said: “We felt it would be a great
opportunity to impress upon dealer principals
and business owners how important
solutions is becoming. We are all seeing print
volumes and the price per page go down.
It’s about trying to open up their eyes to the
sales opportunities and where else revenue
can be generated particularly in services.”
He added: “The ethos of T360 is that
it's supposed to be a 360 degree view of
business opportunity. That’s really what
we were trying to do: we put solutions,
business pain points and customer
challenges front and foremost. The
hardware played second fiddle.”
There was a strong education element
to the day. In addition to an exhibition of
solutions from Toshiba and third parties,
Around 80 dealer principals and business owners joined Toshiba TEC at its most
recent T360 dealer event at the Celtic Manor Resort in Newport
Solutions in the round
We are all
seeing print
volumes and
the price
per page go
down.
there were workshops with Gartner on
software and services and the changing
nature of the customer, and an informative
session on social media and how that can
be used to interact with customers.
“We talk to customers about reducing
print volume and working smarter and
the upshot is that fewer pages are being
printed,” explained Spencer. “We want
to show our dealers where else they can
engage with their customers. How they
can articulate their proposition to their
customers. How they can understand the
right questions to ask customers with
regards to the challenges they have within
business, taking into account the changing
persona of the customer.
“These days the customer is very tech-
savvy and you tend to find that a lot of
strategies adopted by companies are driven
by the users and their desire to work in
a more flexible and mobile manner,” he said.
To help dealers meet this need, Toshiba
TEC offers a full portfolio of solutions
covering print and document management,
as well as related areas, such as energy
management – all backed up by Toshiba’s
professional services, ICT and training teams.
Spencer said: “We have a very pro-
active marketing approach. It’s about
understanding our dealers; what their
skills and competencies are; and where
they wish to drive their business. It’s really
about understanding what sort of support
they need in order to reach their end goal.
We’ll put in place education and training
programmes, and we’ve also got the
master programme because we are big on
professionalising sales. It’s about making
our dealers have a more engaging and more
rewarding relationship with Toshiba.”
TOTAL VOLUME PLAN -
SIMPLICITY MEETS PRINT
Total Volume Plan is a transparent business print solution. It gives your customers a single cost per print, for an agreed number of
prints. This cost covers all equipment hire and service charges for their entire print fleet.
Easy to sell:
no upfront costs to put your customers off
Less work for you:
we take care of collecting the money from the customer (then pay the service charge to you) so you can utilise
your valuable resources elsewhere
Build better customer relationships:
visibility of your customers’ evolving print requirements puts you in a stronger position to
win more business
To learn more about how Total Volume Plan can help you achieve your goals, please contact Chris Cowell on
07966 114245,
or email
.
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