Print.IT Reseller
eseller
.co.uk
05
bulletin
1989 must have been a good
year for copying. In this issue
we feature two companies that
started out back then and are now
celebrating their 25th anniversary,
UTAX (UK) Ltd, featured on the
front cover, and Reflex Digital
Solutions, subject of our Q&A
on page 38. It is a sign of the
times that both have pinpointed
solutions as key to future growth
and prosperity.
Solutions are often implemented as
part of managed print services (MPS).
Some resellers argue that MPS is being
over-sold both to end users and to the
channel. However, in our interview
on page 24, Louella Fernandes says
that research undertaken by Quocirca
confirms that the further down the
MPS road a channel partner travels, the
greater the rewards in terms of profit
margins and customer retention.
The benefits of switching from a
transactional to a contractual business
model are not limited to providers of
office print solutions. Suppliers of wide
format devices are also starting to offer
devices with cost per page contracts.
As we reveal on page 32, new HP
PartnerLink tools will enable more of its
channel to sell devices with full service
contracts and pay-per-use options.
Meanwhile, at the other end of the
spectrum, the launch of HP Instant
Ink in the retail channel (see page 27)
means that consumers and micro-
businesses, too, are being invited to
change the way they buy ink.
James Goulding
, Editor
07803 087228
Editor:
James Goulding
–
07803 087228
Advertising Director:
Ethan White
–
01732 759725
Publishing Director:
Neil Trim
–
01732 759725
Group Sales Manager:
Martin Jenner-Hall
–
07824 552116
Social Media Manager:
John Peters –
07711 204011
PRINT.IT Reseller is published by Kingswood Media Ltd.,
Amhurst House, 22 London Road, Sevenoaks TN13 2BT
Tel: 01732 759725 Email:
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of the publisher. © 2014 Kingswood Media Ltd.
Design: Sandtiger Media
05
Bulletin
What’s new in print and printers
12
Opinion
Is 3D print technology an option for dealers?
18
Cover Story
UTAX celebrates 25 years in business
19
Recruitment
Tips on attracting and recruiting sales talent
24
Managed Print Services
Quocirca’s Louella Fernandes on what resellers must do
to make a success of MPS
27
Interview
PrintIT Reseller
speaks to HP’s Gary Tierney
32
Wide format
HP extends pagewide printhead technology to large
format devices
34
Sponsorship
How Toshiba is helping the Commonwealth Games run
smoothly
36
Legislation
The impact of the WEEE recast on UK resellers
38
Q&A
Derrick Murphy on Reflex Digital Solutions’ 25th
anniversary
40
Dealer Profile
Infinity rises in the West
RESELLER
JUNE/JULY 2014
Comment
PrintIT Reseller
is a publication
for the IT Reseller channel. Our
mission is to bring information on
new products, services and market
developments to printer resellers,
MFP dealers and online sales
specialists to help them meet their
customers’ needs, make informed
purchasing decisions and generate
new sales opportunities for their
businesses.
Until
PrintIT Reseller
came along
there hadn’t been a dedicated printed
resource for this community.
PrintIT Reseller
magazine fills this
void for dealers, manufacturers, software
suppliers, solutions providers and
distributors.
A member of:
A good year for copying
It’snotbig.
But it isclever.
OKIC822DN
A3Colour Laser
fromNorthamber
plus we’ll give you £
10 OFF
your
next OKI C800 series order*
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*Terms & conditions apply.
ORDER: OKC822DN
NORTHAMBER
Orderonline24/7with
nocreditcard surcharge
northamber.com
Callweekdays
8:30am to6:30pm
02082967066
©Northamber 2012 E andO.E. All calls recorded for credit safety and training purposes. Prices appear as trade and exclude VAT& delivery. Prices stated as at 18th September ‘12.
£
150
ENDUSER
CASHBACK
on selectedC800
models
up
to
£
50
CAPITAL
BONDS
on selectedC800
models
up
to
Call for our
latest price.
OKIPrintITresellermag front cover_v2.indd 1
18/09/2012 12:26:28
ESSENTIAL PRINT,MFP& PRINT SOFTWARE INFORMATION FOR VARS,CONVERGED RESELLERS&MFPDEALERS
RESELLER
AUTUMN 2012
It’snotbig.
But it isclever.
OKIC822DN
A3Colour Laser
fromNorthamber
plus we’ll give you £
10 OFF
your
next OKI C800 series order*
(That’s another Northamber exclusive!)
*Terms & conditions apply.
ORDER: OKC822DN
NORTHAMBER
Orderonline24/7with
nocreditcard surcharge
northamber.com
Callweekdays
8:30am to6:30pm
02082967066
©Northamber 2012 E andO.E. All calls recorded for credit safety and training purposes. Prices appear as trade and exclude VAT& delivery. Prices stated as at 18th September ‘12.
£
150
ENDUSER
CASHBACK
on selectedC800
models
up
to
£
50
CAPITAL
BONDS
on selectedC800
models
up
to
Call for our
latest price.
OKIPrintITresellermag front cover_v2.indd 1
18/09/2012 12:26:28
ESSENTIAL PRINT,MFP& PRINT SOFTWARE INFORMATION FOR VARS,CONVERGED RESELLERS&MFPDEALERS
RESELLER
AUTUMN 2012
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Issue 14 ISSN 2055-3110 (Print) ISSN 2055-3129 (Online)
Olivetti’s new mono A4 MFPs
punch above their weight
when it comes to data security
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