Print.IT Reseller - issue 47

CONFERENCE PRINT IT RESELLER.UK 21 Toshiba LEAD 2017 conference 125 guests, comprising representatives from 85 Toshiba MFP and barcode channel dealerships and a dozen strategic partners, joined the Toshiba TEC team in Madrid for the 2017 dealer conference. Carl Day, Sales Director, Indirect Division, opened the conference, outlining the market dynamic and Toshiba’s channel performance for the first half 2017. He presented Infosource figures which show an almost 10 per cent decline on A3 MFPs compared to the same period last year, and in Ireland, the numbers are down by 25 per cent. “Yet despite the overall market decline, Toshiba MFP sales are up by over 70 per cent,” he said. “Our UK channel is up by 24 per cent and in Ireland by a massive 48 per cent – the highest market position since 2013.” Moving onto the barcode and label printing sector, Day confirmed it was good news here too. “This market is stable overall, we’ve enjoyed a 32 per cent increase in sales vs. last year and a 76 per cent increase in the mobile market. The UK accounts for 22 per cent of the European market. We’re seeing some good traction here,” he said, urging MFP dealers to look at this offer to secure a new revenue stream. The need to change Whilst sales performance within the channel is buoyant, Day argues that there is a need to change. He said that today’s buyer is 70 per cent into the buying journey before they engage with sales and that it’s no longer enough to rely on the old chestnut ‘we deliver great service’ to win new business. He counselled that dealer principals should be thinking about how their sales teams can differentiate their business. “Do your sales staff demonstrate different behaviours?” he asked, adding that traditionally sales people act on negatives. “Think about it, in sales, we typically create a problem or fear, and we wonder why buyers don’t trust us? We have to change that behaviour, learn to think and act differently, maybe even introduce some diversification into the team to change the culture and create the sales force of tomorrow,” he said. Wellbeing at work Another area Day covered in his address was wellbeing at work. He cited some research that pointed to the fact that the sales function is vulnerable to stress and highlighted the cost to UK businesses of poor mental health is £44 billion per year. “People are your greatest asset, and we have to look at what we can do to protect that asset,” he said adding: “Sales professionals are under pressure, one in Toshiba TEC encouraged the 85 partner businesses who attended its 2017 conference in Madrid on November 2 to LEAD (Learn, Engage, Act and Deliver) five sick days taken are down to stress. It’s time to take a step back and ask the question: ‘are we doing the best for our people?’ It’s your people that will affect your business’ bottom line.” Next up and in keeping with the wellbeing at work theme was Professor Michael Banissy, a Professor in Human Brain Research with a specialism in cognitive neuroscience (the use of neuroscience and psychology to study the relationship between brain and behaviour). In his keynote address he shared insight into what neuroscience is and why it is important at work. He also spoke about the impact of stress, sleep and wellbeing on the brain and behaviours, as well as providing some useful tips as to what employers can do to promote brain health in the workplace. He emphasised the importance of looking after employees. “It’s in an employer’s best interest to look after employee stress. Stress can narrow focus, affect decision-making and precede depression – all reasons why you need to manage it,” he said. Increase professionalism in sales Other speakers included Denise Bryant, Managing Director of the Association of Professional Sales (APS), a not-for-profit organisation that advances and promotes excellence in the sales profession. She spoke about the real need to promote the sales force as professional. “We have to increase professionalism in sales and set standards as to what best practice is,” she said. Bryant outlined the work that APS is doing to provide development, standards and Continued.. We have to change that behaviour, learn to think and act differently, maybe even introduce some diversification into the team Michael Banissy Jeremy Spencer