01732 759725
48
Q&A
View from the channel
Q:
What are your customers most
interested in?
A:
With the GDPR coming into force in just
under 12 months, our customers are now
looking at how that will have an impact
on how, and what they print – especially
when it comes to security and confidential
documents being on show.
Q:
Do clients have the same
understanding of industry terms such
as BYOD, MPS or MDS, as we do?
A:
Not as many as you would think!
Although that is why we are here to
educate our existing and prospective
customers.
Q:
Where are you seeing most
traction at the moment, are there
any verticals that are particularly
strong?
A:
Manufacturing is on the up and we
have had lots of enquiries from different
sizes of companies who are wanting to
invest in ways that will make them more
productive and increase their bottom line.
Q:
When selling MFPs, what are the
most popular software solutions you
provide and why?
A:
Print management software to
complement the MFD is more or less
standard now. The main reasons for this is
that senior managers are wanting to track
and limit what their staff are producing as
well as make the printing of documents as
safe as possible by activating the ‘secure
release’ function that not only handles this
ever-growing problem but can also reduce
the amount of waste prints/copies.
Q:
Where do you get information on
the latest products and solutions,
and do you feel that the OEMs are
doing enough to educate their
channel partners?
A:
We have a fantastic relationship with
Canon and they have regular sessions and
seminars with all of our sales and support
Lee Evans,
Sales Director,
IT@Spectrum
team to ensure that we are kept up to
speed on all of the latest developments
that are happening within the market
place.
Q:
Is your patch particularly
competitive – is it national or local
competition that you face?
A:
We are predominantly Yorkshire and
Lincolnshire based and have competition
from not only local dealers, but the
manufacturers themselves. It is always
competitive but we feel that if we do the
job to the best of our abilities – it is hard
for the customer to go elsewhere!
Q:
How do you spend your week –
time on phone, face to face meetings
with customers etc.?
A:
The majority of my week is spent on
training and developing all of my team’s
skills – whether that be the senior account
managers or the more ‘junior’ executive
– we feel that this is a major part of our
growth and is pivotal to all of our personal
development plans.
Q:
What would make your job easier?
A:
By eliminating laborious tasks internally
and concentrating on our customers’ needs
and requirements which will then bring
success to all and make it a win-win!
Manufacturing
is on the up
and we have
had lots of
enquiries from
different sizes
of companies
The majority
of my week
is spent on
training and
developing all
of my team’s
skills
