Print.IT Reseller - issue 47

PRINT IT RESELLER.UK 39 VOX POP confidence, which means organisations will need to make some tough decisions, particularly about costs. “That will undoubtedly create a challenge for dealers, but out of that challenge comes opportunity. Documents will continue to be at the heart of every organisation – the need will not go away. The relationship between people and machines will continue to change. As such dealers will find success delivering real world solutions that truly solve the problems of their customers, drive productivity and enable new ways of working. “Total cost of ownership will continue to evolve, as will hardware design, quality and reliability, while software and the management of documents will continue to grow in importance. At UTAX we see time and time again how the combination of our devices and software provides partners with the ideal opportunity to maintain, upgrade and sell to their client base the solutions that really make a difference to businesses. Those solutions also need to be practical and cost-effective, fully integrated with existing IT set-ups and delivered with minimum disruption. “Another cause for optimism as we head into 2018 is the vibrancy of the sector – and that’s a trend I predict will continue based on our experience at UTAX. In 2017 we saw our partners’ network grow at a very healthy rate and it's great for us to see so much younger blood coming into the sector. Those new partners are fully embracing the ‘new’ way of selling and have identified that by doing so they can tap into profitable business. They also recognise the need to work in partnership with a manufacturer where knowledge, expertise and resources can be shared. This collaborative approach is something I predict we’ll see more of in 2018 – both in terms of dealers working with manufacturers/ resellers and end-users looking to work with trusted providers of print and document management solutions. “My final prediction for 2018 is that we’ll see an acceleration of businesses – SMEs in particular – bringing print functions in-house. The quality and speed offered by MFPs means that jobs that once needed to be outsourced can be managed internally, which allows for better control of costs, print on demand and personalisation. This allows businesses to manage uncertainty and enhance the customer experience – and is the perfect example of why we should be positive about the power of print in 2018. “The biggest challenge is still the movement away from the box based sale to a true managed print solution involving both hardware and software. The sales cycle is longer but you end up with a much happier customer. Your solution is now not a cost burden to the business. Instead you will be showing a cost saving and greater efficiency and as such will become a valued partner to the customer.” www.utaxuk.co.uk Rob Clark, Managing Director, Epson (UK) “In the world of printing, one of the biggest debates is that of inkjet vs. laser. Epson keenly believes in the power of inkjet as a revolutionary technology, set to take the world of business printing by storm, and by nailing our colours to the mast early regarding our inkjet commitment, we are perfectly positioned to take advantage of the continuing trend. “In 2018, purchasing trends, and our own analysts, indicate that inkjet usage will continue to rise in proportion to laser, as businesses continue to embrace the myriad of advantages and benefits that inkjet printing technology offers. For continued... Shaun Wilkinson Rob Clark Those solutions also need to be practical and cost- effective, fully integrated with existing IT set-ups and delivered with minimum disruption