Print.IT Reseller - issue 47

01732 759725 INTERVIEW 44 wall display, the ‘largest commercially available’, its first interactive display for huddle spaces, an interactive display range with direct bonding technology as well as a new digital signage solution platform, the Sharp Open Architecture Platform, and an OPS (Open Pluggable Specification) format designed with Intel. “Visual solutions is a rapidly growing part of our business. We sit at the value end of the market, our offer is based on three pillars: quality, customer experience and functionality. We are looking to increase market share and with the backing of Foxconn, this is helping us bring a wider portfolio to market,” Cort stated. Diversification In terms of delivering on its plans for growth, Sharp is looking outside of its core business. “Acquisitions are one route to achieve growth, but we’re also looking for opportunities outside of our traditional business,” Cort confirmed. “There is lots of opportunity for some time to come, but we also need to grow our complementary business so we get a healthy mix,” he added. In terms of the print sector, Cort acknowledges the challenges facing both the channel and the OEMs. “If we fast forward, five or even ten years, the challenges will be the same – less placements, fewer pages printed and shrinking margins. We have to ask ourselves how can we diversify? We can’t keep cutting costs,” he said He continued: “Yes, we’ve got the visual solutions side and that’s really interesting but we also have to look at what else we can add to that.” Sharp’s direct sales arm has taken its services capability to the next level with the roll-out of IT services that enable SMEs to outsource essential functions, such as help desk, back-up, disaster recovery and hardware break-fix. The plan is to fine-tune these services on the direct side before offering to the channel. “IT Services has been a focus area for us. It’s a natural place to look as you move beyond the MFP. The question is – where is the value? Is it in selling the display or supplying the content and wrap around solutions that go with it? That’s where partners can create value and stickiness, but with that comes a requirement to boost the professional services offer and upskill the team,” Cort counselled. Cort argues that Foxconn’s financial backing, advanced manufacturing technology and massive purchasing power, has opened up major opportunities for the company. “The alliance offers mutual benefit,” he said. “When we talk about diversification, there are many ways we can expand into new markets. For example Sharp is the market leader in OLED technology and in Japan we sell mobile phones.” Many years ago Sharp sold mobile phones across Europe and Cort confirmed that there are plans in place for the company to re-enter that market as early as Q2 2018. “There are lots of exciting things going on, so much so that the challenge is picking the winners - that align with our strategy as a business as well as delivering what clients want and need.” Inspire 2018 In January, Sharp Europe will hold Inspire 2018, a conference for its European dealers. “The event will play host to around 600 partners,” Cort said, adding: “It’s a fantastic occasion for them to meet the Sharp team and a great networking opportunity.” Inspire 2018 is a significant investment for the company. “It’s a statement that our partners are really important to us and provides us with a platform to showcase our commitment to investing in the channel and in new products, solutions and services,” Cort stated. “The timing is driven around what we’ve got to talk about,” he continued. “We will be making some major announcements around products and solutions as well as our vision around how we see the convergence of technologies in the office. Whether it’s voice or AI, IT is the wraparound to creating a great customer experience. If technology is not simple and productive it’s not going to work.” Sharp has a long history of technological innovation and is creating a new framework for information collaboration. “We’ve done lots of research around the frustrations in the office whether it’s the fact that the network isn’t working properly or that the tools employees are using aren’t fit for purpose. Ultimately the benchmark these days is the consumer experience – and that’s what workers are looking for and expect in the workplace,” Cort said. Cort insists that working with the right partners to enable that experience is key. “That’s an area where the partnership with Foxconn is helping enormously. It’s a vast organisation that works with leading OEMs worldwide, that’s a relationship we can leverage for mutual benefit to increase the number of new products we bring to market and further strengthen our brand.” www.sharp.eu We are helping the GNR team reach out to those members who know and like their people and the way they do business ...continued IT Services has been a focus area for us. It’s a natural place to look as you move beyond the MFP. The question is – where is the value?