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Mark Smyth:
“We are seeing clients
remain reasonably committed to their CSR
and green policies and in some cases,
they will pay for services that help with
their environmental strategy, however that
number of clients is very low.
“We have some client sectors
specifically, that expect as part of our
managed services to be provided with all
the tools to help meet their CSR and green
credentials at no additional cost and we
must then consider the overall contractual
running costs and ensure this is fully
considered.”
Julian Stafford:
“Green initiatives
are here to stay. Given that most green
strategies are very cost effective in the long
term, I don’t see any reason for the growth
of environmentally sensitive purchases to
diminish.
“Midshire has always looked at the
long term, we invest as if we were going
to be here in 20 years and it’s a policy that
has stood us in good stead.”
Scott Walker:
“I think it will always
form part of the decision-making process,
however, I personally think that it’s
dropped down the list of priorities in terms
of how they move forward with their
chosen provider.
“Most contacts I have the pleasure
of working with are relying on us to help
them paint an image of how the world of
managed print will looking in three to five
years’ time. Being able to provide devices
which tick all the ‘green’ boxes as such
is standard with companies like Xerox.
You’ve only got to look at their awards for
providing green technology to see it’s more
standard now than it ever has been.”
Sam Elphick:
“The toner recycling
service which we offer to our clients was
as popular as ever last year, and this has
continued into 2017. As a result, I can
confidently say that businesses are still
striving to be as ‘green’ as possible.
“Especially when dealing with larger
organisations and most definitely with
the public sector, more often than not
the decision-maker is keen to understand
the energy saving function of the printing
hardware we are quoting. The main brand
of colour MFP we supply is Develop –
which oozes energy saving functions,
including motion detection power-up, and
auto-power down in line with business
hours.”
Matt Goodall:
“I think that the green
policies that organisations have committed
to will continue to form the grounding
for many companies. However, cost will
become a greater influence in the buying
decisions and as long as the green
objectives can be met whilst making the
required cost targets, then green strategies
will still form the basis of any decisions.”
Jeremy Spencer:
“For most
organisations, environmental
considerations not only remain an integral
part of buying document solutions, but
have been woven into the very fabric of
the procurement process. Indeed, we find
that Toshiba TEC’s pioneering Carbon
Zero scheme acts as a key differentiator
when it comes to procurement, as it
allows organisations to access the best
products, at the best price, but with a clear
conscience when it comes to sustainability
and the environment.”
Mark Smyth:
“Cost is certainly a big
driver still, and on average we are seeing
most tenders weighting their scoring with
pricing at 40 per cent and above of the
overall tender score. That said, we have
had some rather refreshing experiences
more recently, where we have certainly not
been the lowest price of all bidders and
gone in to win based on quality.
“Tendering for business in our market
remains fiercely competitive and we are
often tendering as part of some of the
government frameworks where pricing and
discount levels are already in place.
“When we win on quality and Vision’s
not the lowest price and bid, it really does
make it very rewarding. So much hard work
and resource goes into the bid and tender
process with the constant objective of
potentially winning a new client or retaining
an existing client, so for all our teams
involved it is so satisfying when it’s not all
about price and more about the quality
of services you deliver! Price does often
appear to be everything and it’s gratifying
to know there are some clients, despite the
current economic uncertainty that value
partnerships and high quality service.”
Julian Stafford:
“Cost is very much king
for lots of reasons, not just for the economy.
The growth of the internet, with prices for
every commodity at your fingertips, is the
main one. Everyone seems to be offering all
types of products and offering services they
have no qualification for.
“It’s very hard for a customer to
ascertain who can deliver the initial or
ongoing expertise and service they require.
I have often told customers that ‘I could
supply them a Jumbo Jet but I would
struggle to keep it in the air’. Fortunately
having a proven track record of delivering
service of the highest quality for over 25
years does mean people want the added
value offered by specialists like Midshire.”
Scott Walker:
“Cost is probably one of the
biggest factors in choosing a managed print
provider, but I’m not convinced it’s ‘king’.
“More and more organisations have
been ‘stung’ by poor service, poor account
management and hazy terms and conditions
on their contracts. The one message we’re
hearing from our customers is that they want
an honest, transparent and pro-active service
with reliable equipment, high first time fix
rates and low total cost of ownership.
“Cost is certainly going to make the
top three in terms of how a customer will
choose a supplier, but I genuinely believe
our customers are looking at the hidden
PITR:
Given the state of the economy, are businesses putting green
procurement strategies on the back burner?
Mark Smyth,
Operations Director,
Vision
...continued
Scott Walker,
MPS Business Development Manager,
ZenOffice
PITR:
Is cost now king?
As long as
the green
objectives
can be met
whilst making
the required
cost targets,
then green
strategies will
still form the
basis of any
decisions
