PRINT
IT
RESELLER.UK
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ACQUISITIONS
Our plan for
next year is
to maintain
double-digit
growth
and we will
achieve
that via our
channel
partners and
by finding
the best
routes to
market
from the OEMs’ point of view – Foxconn
Technology Group acquired Sharp,
Samsung sold its printing business to HP
and more recently Lexmark announced
the completion of its acquisition by Apex
Technology and PAG Asia Capital. The
number of resellers is also shrinking,
with many being bought up by some of
the bigger players and their operations
integrated into their businesses,” Allen
said.
Allen believes that this pattern will
continue. “We will see more moves, a
number of dealership business owners
have got to an age or a point where they
are weighing up options and reviewing
what they want to do in the future. I
firmly believe that there will be more
consolidation and the market will shrink
further.”
He added that the acquisition provided
Kyocera with an opportunity to future-
proof both its own and its partners’
businesses. “We needed to secure our
route to market. Print is an important
market for us but we also see a real value-
add in the ability to widen our offer and
extend further into the ICT solutions arena.
Over the past four years Annodata has
been very successful integrating this into
their business model and winning deals
that don’t involve print.”
Strengthen channel offering
Kyocera will be drawing on the expertise
of Annodata to strengthen the offering
of its Channel Partner Programme for the
UK and Ireland with the addition of ICT
services.
“We will be looking at Annodata’s
model and developing it so that our other
channel partners can benefit on a global
scale,” Allen explained. “Our dealers have
a loyal customer base and evolving their
go to market strategy and having the
ability to offer new services, presents a
great opportunity for them to secure more
margin and more revenue.”
A sound approach when you consider
that IDC believes that in the current
market, imaging vendors need to extend
their capabilities beyond managed print
to incorporate ICT services. Mick Heys, VP
Printing Imaging and Document Solutions
at IDC said: “Such enhanced offerings will
allow them and their channel partners
to secure a stronger foothold in existing
accounts and to win new business.”
Kyocera believes that the channel’s
contribution in supporting its growth is
crucial and remains committed to this as
its primary route to market. “We are a
channel business, the UK operation is 100
per cent channel, there are a few variations
here and there, but worldwide, the vast
majority of our business is transacted
through our channel partners,” Allen said.
“Over the past few years, the company
has bucked the trend in terms of sales
when compared to sector performance. Our
plan for next year is to maintain double-
digit growth and we will achieve that via
our channel partners and by finding the
best routes to market in an ever changing
landscape,” he added.
“The message to our channel partners
is a strong one and the news has been well
received. We are a transparent company,
we contacted our customers to tell them
about this deal and explain the rationale
behind it. In the main they agree that it is
a good move.
“This acquisition adds significant
capabilities to our overall proposition
for the channel and maintains our
commitment to support resellers of all
sizes to increase expertise and leverage our
solutions to better align their services with
the rapidly evolving needs of customers,
which ultimately boosts value,” Allen said
in conclusion.
kyoceradocumentsolutions.co.uk
KYOCERA wins place on
government framework
KYOCERA has been awarded a
place on the Government’s Crown
Commercial Service (CCS) RM3781
framework.
The company has secured a presence
on Lot 2 for Multifunctional Devices and
Print Management Software and Services
for its printers, multifunctional products
and portfolio of software solutions.
The CCS RM3781 framework was
announced in August last year, with the
aim of catering for the public sector's
multifunctional device, managed
print services and records information
management needs. Valued at between
£500 million and £700 million over the
four-year term, the framework agreement
is split into seven Lots and will serve
public sector organisations including local
and central government, as well as NHS
organisations, catering for a reduction
in print volumes and increasing move
towards the digitisation of records. The
framework is awarded for a maximum
four-year period.
Sales Director Graham Cox said:
“We’re delighted to have been successful
in our application to join the Crown
Commercial Service RM3781 framework
Lot 2. We’re proud of our long tradition
in working with the public sector over the
past 25 years to solve print problems and
reduce costs and see this as a glowing
endorsement of our track record.”
He added: “Organisations throughout
the public sector are facing increasing
pressures. They’re experiencing a growing
demand for public services, higher than
they’ve ever seen before, coupled with
constant budget restrictions and central
initiatives to digitise services. This is
another route for our customers to
procure print services in a compliant and
cost-effective way and we’re delighted
to be working with our strong network
of trusted partners to support the UK
Government’s efforts.”
