PRINT
IT
RESELLER.UK
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missing
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International Copiers is the leading
supplier, exporter and buyer of used
copiers in the UK.
We have 8000 copiers of every brand, all
ready for immediate delivery.
Primary brands available are Ricoh, Kyocera,
Xerox, Toshiba, Canon and Konica Minolta.
•
We have a dedicated UK delivery and
collection
team – including five trucks on
the road on a permanent basis.
•
Twelve
full-time manufacturer-trained
copier engineers
who constantly test and
repair our copiers – ensuring we deliver
machines of the very highest quality.
•
Data erasure service
to NATO standards,
quantity discounts available.
International Copiers
Talk with Neil today in
complete confidence about your fleet
disposal or machine requirements.
Tel: 01189 220 100
Email:
VOX POP
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opportunity to reduce costs and have more
control over the cost of printing.
“Digitisation has been happening
within our industry for a decade, customers
are printing less and using fewer devices
(device optimisation). It’s essential for us
and for resellers to find opportunity in
these changes and look for alternative
revenue streams. Vendors will need to
invest more in workflow solutions, and
on-the-ground sales teams will need more
support and ability with selling these
solutions. Solutions are king – it’s no
longer just about the product.
“Resellers also need to look beyond
the MFP and its immediate software
environment. With their existing skills and
relationships they are in a perfect position
to sell a broader portfolio of hardware
and software. A reseller’s customer might
have information display needs as well as
printing needs, so adding digital signage
and interactive displays to their product
range seems like a sensible extension.
Beyond this, for the more adventurous
resellers, if they manage a business’
connected devices, then diversifying into
more general IT services is a natural
opportunity.
“Thinking vertically, there are some
examples that really make the point.
Dealers who have been selling MFPs to
schools and universities are in a great
position to offer interactive flat panel
displays, whiteboards and tablets. Schools
are investing in diverse technology both
to meet the needs of learners, who are
digital natives, and a renewed focus on the
STEM (Science, Technology, Engineering
and Mathematics) curriculum. They often
welcome having fewer suppliers to manage
and negotiate with.
“Dealers selling to SMEs are also
in a good position to sell beyond the
MFP. SMEs have document workflow
needs, but also information workflow
and collaboration needs, particularly as
remote working and global customer bases
increase. It’s easier than ever for businesses
to buy, sell and co-operate on a global
scale, no matter their size. However, while
SMEs might have a global presence, they
are likely to have a local travel budget, so
video collaboration between people based
in different countries is becoming more
and more important.
“It’s not only cheaper, but more
practical too when businesses are dealing
with customers and partners further and
further away. Instead of spending days
travelling to and from, for example, the
US for a meeting, video collaboration
means they can save time but still retain
the relationship benefits of speaking face
to face. Businesses who manage to make
that a seamless experience, those who
conquer fluid remote working, will simply
be easier to do business with and will have
the competitive advantage in international
markets.”
Shaun Wilkinson,
Managing Director,
UTAX (UK)
:
“I think a combination of
factors is behind the continuing adoption
of managed print solutions. MPS continues
to evolve and become much more flexible
and wide-ranging. That means companies
of all sizes, from SMEs up to the large
corporates, in all verticals, can benefit.
“We continue to see increasing interest
in software-based managed solutions,
new solutions continue to be rolled out
an ever-increasing pace, which is exciting
as dealers to join the dots and gain an
advantage by offering a true software
focused proposition. Combining reliable
hardware with the latest software (often
bespoke) can produce formidable and
powerful solutions.
“The benefits of digital document
workflows and the ways in which managed
print and document solutions can save
time, money and admin time are also being
recognised more than ever before. The key
here is that it’s not just about print, the full
document lifecycle is at the forefront of the
agenda, as is mobility and security.
“Data security and mobility also
continue to be at the heart of business
needs and managed document solutions
can deliver it. If the right solutions are
installed, they can be real drivers of change
for businesses.”
Continued on page 20...
Shaun Wilkinson,
UTAX UK
