01732 759725
INTERVIEW
44
GPC if they want to sell them as well.”
A number of parties have already
expressed interest in this new model and
Callow thinks there is the potential to set
up as many as 80 B2B franchises in the
next three years.
Managed Print Services
In the meantime, Cartridge World is
continuing to develop its B2B expertise.
It has launched a B2B partnership
programme for its top franchisees featuring
vendor training on products and services
and additional direct marketing to business
customers. Fifteen franchisees joined at the
beginning of July, with another 6 or 7 due
to sign up at the beginning of October.
Managed print services (MPS) is a
particular focus. In July Cartridge World
rolled out HP’s Partner MPS to franchisees
on its B2B programme and the first deals
from that are being closed now. Stores also
have ability to create and price their own
MPS using their choice of printer and OEM
or Cartridge World supplies.
In addition, Cartridge World is
partnering with UTAX to provide MPS
for copiers. “Our franchisees sell a lot of
desktop printers and consumables and
are in and out of businesses all day long,”
explained Callow. “In these businesses,
they see copiers but can’t capitalise on the
opportunity because they may not have the
experience to put together a complicated
MPS contract. We had a choice; do we
try to train up franchisees in how to sell
copier contracts or do we find a partner to
work with closely. Now, we pass on these
opportunities to UTAX. Half a dozen deals
have been completed on this basis in the
last three months and there are many more
in the pipeline.”
Franchisee recruitment
With so many opportunities in B2B sales,
Callow doesn’t expect to see any increase
in the number of Cartridge World stores in
the short-term. In fact, there may even be
a decline.
“I think that as we launch more B2B
initiatives and franchisees do more and
more B2B business, some are going to ask
‘Why have we got this store? We have
to have two staff in there and we’ve got
to hold all this stock. Yet the part of the
business that’s growing we could run from
an office’. So I think that 10 or 15 of the
existing stores will move to the office-based
model, and most of the new franchisees
we recruit will join as B2B franchisees only.
We are not actively trying to decrease the
number of stores, but I think it might go
down naturally as people transition out of
those stores and into offices. I don’t think
having lots of retails stores reflects how
customers want to shop.”
In his first six months as the Master
Franchise, Paul Callow has already
achieved an enormous amount, helping
to revitalise the Cartridge World brand
in the UK and meet the changing needs
of consumers and business customers.
And this is just the start. Early next year,
Cartridge World will be unveiling a new
initiative, a new model, offering even more
benefits to business customers.
In recent years, Cartridge World has
maintained a very low profile. With Paul
Callow at the helm, there’s no risk of that
in the future.
...continued
Scanners
Fujitsu launches new partner programme
Fujitsu subsidiary PFU (EMEA) Limited has launched
a new partner program to equip resellers to take
advantage of the document capture market.
The Imaging Channel Program includes sales and marketing
support and an education and certification program designed
to give resellers detailed knowledge of the Fujitsu scanner
product range and a greater understanding of market drivers,
such as collaboration, document management, mobility and
cloud solutions.
Partners who become certified can earn points for Fujitsu’s
Imaging Rewards incentive scheme, which also offers rewards
for selling Fujitsu imaging products or services or participating
in Fujitsu events and promotions.
To accompany the partner programme, Fujitsu has launched
the Imaging Channel Essentials App, giving channel partners
quick access to PFU product and pricing information and their
Imaging Rewards points balance.
No PC required
Canon has introduced a new standalone network
scanner for capturing and feeding documents into
business workflows.
Suitable for a variety of applications, from a back office
or HR department to customer service points within retail
or banking, the imageFORMULA ScanFront 400 has scan
speeds of up to 45 pages per minute; supports a wide range
of document sizes, including A4, A5, envelopes, business cards
and passports; and features a time-saving 60-sheet feeding
mechanism with ultra-sonic double feed detection.
The scanner connects directly to a network and is operated
via a 10.1in touchscreen with no need for a PC or additional
software. In just a few simple steps, scans can be routed to a
combination of email, network folders, FTP, USB, fax, printer or
to a user’s own workflows via customisable job buttons.
Customised metadata index files can be created and sent
with every scan for easy document classification and integration
into existing back office systems and workflows. In addition,
there is a web application SDK for system integrators.
