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BULLETIN
NewField IT achieves
ISO 14001 certification
NewField IT has achieved ISO 14001
accreditation in recognition of its
commitment to environmental
management. The company already
has ISO 9001 Quality Standard and ISO
27001 Information Security Management
accreditation.
MD James Duckenfield said that ISO 14001
certification was deserved recognition of the
work NewField IT has done to reduce the
environmental impact of its clients’ document
processes and its own business activities.
He said: “Our business has always had a
strong focus on improving environmental impact
both internally and for our clients. NewField IT
has long-standing partnerships with charities
and sustainability projects, and our own office
fully embraces the idea of paperless workflows
and the recycling of paper, plastic, even
teabags.”
In its new offices, NewField IT employs a
variety of environmentally-friendly solutions,
including motion-controlled lighting, Follow
me/secure printing, advanced collaboration
technology to reduce travel, electronic records
management and paperless filing.
Datech to distribute
Makerbot 3D printers
Datech, Tech Data Europe’s specialist
brand for the distribution of Autodesk
design software, has signed an
agreement to distribute MakerBot
Replicator 3D Printers in Europe and
establish a network of nine strategically
positioned service centres.
Mike Appel, Vice President, Datech Europe
at Tech Data, said: “Our resellers have been
looking for a complete solution and new
opportunities in the fast-growing 3D printing
market.”
Datech will distribute and provide channel,
marketing and sales support for the MakerBot
Replicator Mini Compact 3D Printer, the
MakerBot Replicator Z18 3D Printer and the
MakerBot Replicator 2X Experimental 3D
Printer, as well as the MakerBot Digitizer
Desktop 3D Scanner and MakerBot PLA and
ABS Filaments.
To help resellers to get involved and
update their knowledge of 3D printing and
MakerBot 3D printing and scanning products,
MakerBot Europe has launched a Reseller Zone
(makerbot-reseller.zone).
Datech will exclusively distribute the MakerBot
Replicator 3D Printer portfolio, including both
3D printing and scanning products
NAPPS UPDATE
‘Lose-Lose’ negotiations and
how to avoid them
By Aaron Warham,
Director,
NAPPS
One of the more
prominent sayings in
sales is that the key to
a successful negotiation
is that at its conclusion
both parties must feel they have won.
Wrong.
For many, the start of the year is a time of
uncertainty. New Year’s resolutions have been
and gone; prospect pipelines have been cleaned
out; and, for the really lucky ones, pay plans are
in a state of flux. I mention this last point, as
internal negotiations play as big a role in the
world of document solutions as the client-side
variety.
Demonstrating value, tailoring a solution and
providing real levels of service are all stratagems
applicable both to client-side and internal
negotiations. The problem for many is that
internal negotiations are often spoiled on both
sides by an over-reliance on value. Or, in other
words, how much is this going to cost me?
Price is going to play a major role in any
decision, in all walks of life, but to base an entire
negotiation on price alone will always end in
failure.
The other major fault-line in the internal
negotiation process is personal and professional
pride, which makes it almost impossible for either
party to let anything go. This is when the ‘Lose-
Lose’ scenario comes into play.
Most people accept that in life compromises
have to be made, but in the world of business
and the white hot heat of negotiation, it is often
forgotten that the easiest way forward is to
compromise or lose something from both sides of
the negotiation. Bravery and confidence on both
sides of the argument are common bed-fellows
in ‘Lose-Lose’ negotiations.
It may not win the award for most punchy
slogan, and I’m sure I have heard an American
comic make the same point, but it seems clear
that the sign of a successful negotiation is for
both sides to leave feeling a little disappointed.
In other words, compromise is king.
BNP Paribas
Leasing Solutions
takes Leasing
Academy online
BNP Paribas Leasing Solutions has
enhanced its support for print resellers
by making its free leasing and business
finance training available online.
The company has already delivered ‘finance
for non-finance salespeople’ training to more
than 160 partners in the print, IT and telecoms
markets, face-to-face.
Head of Partner Training Andy Milsom
said: “A lot of leasing companies take it for
granted that they are only there to accept credit
applications and this doesn’t serve the industry’s
reputation very well. Leasing companies are
often seen as parasites, only interested in finance
business. Actually what we’re doing is radically
different. By offering free training in all matters
of business finance, not just leasing, we’re raising
the sales professional’s knowledge of how their
customers fund capital investment. This way,
the selling conversation is more sophisticated
and can help overcome budget-related sales
objections more easily.”
The courses comprise a number of modules
covering topics such as the basics of business
finance; treating customers fairly; the different
types of finance; understanding financial
statements; and the importance of cash flow.
For key partners, there is also the option of
bespoke training.
BNP Paribas Leasing Solutions
Leasing Academy
