PRINT
IT
RESELLER.UK
3
Our Winchester office receives a large number
of unsolicited sales calls, usually at the most
inconvenient time. We could take steps to minimise
the problem, but have chosen not to largely because
we have an interest in selling and are always on the
look-out for successful sales people. This exposes us
to a very broad range of sales techniques, many so
ill-judged and/or dodgy that you wonder how the
cold-caller ever makes a sale. The answer, of course,
is that many don’t. So, when Carl Day, Sales Director
at Toshiba TEC UK, started explaining to
PITR
what
he thought was wrong with sales techniques and
customer engagement in the print industry, his words
rang true. It takes a lot of confidence and intuition
to break with the prevailing orthodoxy, especially
when your livelihood is at stake. The Toshiba Masters
programme introduced in 2014 gives participants
the opportunity to test their ideas with science and
evidence-based research. The results, so far, have
been very impressive, including a 75% increase in
sales of Toshiba MFPs by the dozen or so Toshiba
partners that have taken part. What the course has
taught Day is the subject of our feature on page 48.
Developing a new sales technique is one way of disrupting
the status quo. Another is to adopt new technology. PITR has
just returned from the Samsung European Partner Summit in
Budapest where there was much talk of changing the paradigm
in the printer industry through the use of mobile and cloud
technologies. Samsung’s Android-based MFPs give resellers a
platform to make real changes to their operations and those
of their customers. At the event, which we report on in more
detail in the next issue, Samsung made some significant
additions to its offering, bringing impressive new capabilities
to resellers. These include its new managed print service (see
page 40) and a number of new apps. Samsung’s desire to bring
together its smartphone and printing technologies can look a
little forced at times. Some apps are much more useful than
others. That said, impressive applications are now emerging
that simplify everything from document workflow and device
security to faxing (find out more in the next issue). Talk of a
paradigm shift might not be so fanciful after all.
James Goulding
, Editor
07803 087228 ·
PRINT.IT Reseller is published by Kingswood Media Ltd., Amherst House, 22 London Road,
Sevenoaks TN13 2BT
•
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04
Bulletin
What’s new in printers
and printing
12
Q&A
PITR speaks to Jun
Ashida, president of
Sharp Information
Systems Europe, about
the company’s alliance
with Foxconn
16
Cover Story
Toshiba introduces the
next generation of print
18
MFPs
Panasonic launches
new A3-capable MFPs
20
Label Printers
How Toshiba is helping
Dobbies garden centre
work smarter
22
Logistics
Trade Copiers adds a
new string to its bow
24
Managed Services
Anglo Office partners
for growth
29
Security
Why secure two-factor
authentication is worth
a second look
31
Vox Pop
How to profit from
cloud services – and
what to avoid
36
Graphics Printing
Willow Graphics wins
award for printing
onto ice
38
Leasing
What resellers can
learn from Netflix
40
MPS
Samsung launches
comprehensive channel
MPS programme
44
Dealer Profile
Office Options Group –
its first 23 years
46
Interview
Mark Smyth outlines
Vision’s growth plans
48
Customer
Engagement
Toshiba’s Carl Day puts
his learning to good
use
50
60 seconds with...
Stephen Armistead,
Managing Director of
Trade Copiers
MAY/JUNE 2016
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it
reseller.uk
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Issue 29 ISSN 2055-3110 (Print) ISSN 2055-3129 (Online)
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 and Web Editor:
John Peters
07711 204011
·
Art Director:
Nick Pledge
07767 615983
·
Editorial Assistant:
Tayla Ansell
01962 843434
·
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