01732 759725
VOX POP
40
Sarah Crumpler,
Marketing Manager,
Duplo UK
“The reseller market for Duplo is
potentially our biggest growth opportunity
for the foreseeable future, not just in
2016. We will continue to work closely
to support our reseller partners to ensure
that relevant information, marketing and
product demonstrations are in place. They
are critical to our success.
“While our heritage was traditionally
in commercial printing, one-third of our
business now goes through dealers, with
printing trends meaning that this area is
set for continued growth.
“The world of print finishing continues
to move forward extremely quickly,
particularly in a digital world where
personalisation and fully automated
precision are crucial. Looking ahead to
2016, it’s going to be even more important
for resellers to continue to have discussions
on a complete solution – embracing the full
journey from print to documents – and not
just talking about what comes off a printer.
“Going forward, we’ll be encouraging
our resellers to make sure their customers
get the most from their print production by
providing and sharing new services whilst
growing awareness in the marketplace.”
Nikki Todd,
Channel Director,
VOW
“At VOW, we pride ourselves on staying
ahead of the curve and being mindful of
industry vibrations and requirements. As
IT resellers continue to look at expanding
the range of products they can offer their
customers, customer service excellence will
continue to dominate service expectations
and industry trends.
“Resellers will require an even higher
level of care, attention and service
from their wholesale partner to help
them deliver a complete service to their
customers via a ‘nurture’ path.
“It is of no surprise that in 2016, we
are likely to see IT resellers adopt an even
more discerning and selective approach
when choosing who their wholesale
partner is.”
Jason Cort,
Director Product Planning
and Marketing,
Sharp
“We will continue to see a reshaping
of the office printing industry, with
some manufacturers moving away from
office printing to focus on developing
their business process services for large
enterprises. This will create market share
opportunity for other manufacturers.
“While print will surely continue to
decline, albeit slowly, the shift to colour
will also continue with its higher value for
external communications in particular.
“Cloud adoption by SMBs will continue
to accelerate, but with a greater swing
from freemium services to premium.
This swing being due to the growing
awareness and importance of data security
which continues to become a priority.
The business value of Cloud sourcing will
become increasingly compelling – its low
cost to deploy, low cost to service and
flexibility provide affordable access to
solutions and services, which many SMBs
would otherwise not find viable.
“Workflow solutions and devices which
simply and seamlessly connect to share
content, predominantly through Cloud
provisioning, will be the winners. As will be
the resellers who are able to consult and
configure these and deliver the expected
business value.”
Jonathan Whitworth,
Managing
Director,
DSales
“The old saying ‘a rising tide lifts all
boats’ will certainly apply to 2016 as the
economic recovery continues, boosting
sales in many business sectors including
reprographics. The biggest driver for
change and growth in digital imaging will
be the increasing trend towards mobile
working patterns.
“In August 2015 Ofcom reported
that for the first time more UK workers
accessed the internet via their smartphones
(33%), ahead of 30% who preferred
laptops. This step-change is driven by the
BYOD phenomenon, where workers have
opted to use their own smartphones as
their device of choice to connect to the
internet.
“To stay relevant and meet the need
of these workers to print and scan, MFPs
must allow direct input from mobile
phones using technologies such as NFC,
and this will be an accelerating trend in
2016. It gives dealerships an excellent
sales opportunity to re-engage with
established customers about upgrading
their existing MFP fleet to support mobile
working and also to excite the interest of
new prospects.
“In addition to the mobile working
trend, the requirement to offer document
management software as part of a total
hardware and software solution for
document processing and imaging will
continue. Almost all sales of MFPs will
include software and, once again, this is an
excellent opportunity for dealers to offer
value-added services that win customers
and keep them loyal.
“It promises to be a very good year!”
The old saying ‘a rising tide lifts
all boats’ will certainly apply to
2016 as the economic recovery
continues, boosting sales in
many business sectors including
reprographics.
...continued
Jason Cort,
Director Product
Planning and
Marketing, S
harp
Jonathan
Whitworth,
Managing Director,
DSales
Nikki Todd,
Channel Director,
VOW
Sarah Crumpler,
Marketing
Manager,
Duplo UK
