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IT
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You know you are successful when people start
copying you. Flattering as this is (or so I’ve been told),
it does have a cost, as KYOCERA explains on page 22.
Growing sales of its devices have attracted the interest
of manufacturers of third party supplies to the point
where 10% of the consumables used in its devices
are now compatibles. This is less than half the level
that the market leaders have to put up with, but in
KYOCERA’s case it is potentially more harmful. Because
its devices use long life drums and other components
that in many cases will never need to be changed,
damage caused by non-genuine supplies could be more
costly to fix. KYOCERA has just launched a campaign
to encourage customers and resellers to use genuine
toners – except those that are really cheap, which are
probably counterfeit and could do serious damage.
At the launch of HP’s new printers with built-in security features
(see page 32), Tuan Tran, VP President and General Manager
Laserjet Hardware Technology Organisation, somewhat cheekily
urged the printer industry to follow HP’s lead and to start taking
the security of printers more seriously. The launch was full of
ominous messages and portentous soundtracks highlighting the
risk of cyber attack, including displays showing the origin and
destination of malware attacks in real-time on a world map.
It felt and looked like war. But where was the evidence for all
this scaremongering? This correspondent only heard one case
of a printer being compromised and that was at a university
where students hacked into a printer and accessed upcoming
test questions which they posted online. Clearly, these attacks
often go unnoticed or unacknowledged, but even so there must
be other cases that HP or its competitors can draw on to add
substance to their message.
Embedding automatic security features in its printers
is an interesting move by HP, given growing concerns
about data security at a time of BYOD, mobile working
and the internet of things. It also fits in with the notion
of printing as a service, where customers effectively
just buy prints, leaving the service provider to
manage the hardware and consumables. With security
embedded, this is one less thing for the customer to
worry about and brings printing one step closer to the
ideals of a circular economy as described by Louella
Fernandes on page 24.
James Goulding
, Editor
07803 087228
PRINT.IT Reseller is published by Kingswood Media Ltd., Amherst House, 22 London Road,
Sevenoaks TN13 2BT
•
Tel: 01732 759725 Email:
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PRINT.IT Reseller
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Design: Sandtiger Media
06
Bulletin
What’s new in print
and printing
14
Diary Dates
Key dates for printer
resellers
18
Acquisitions
PITR talks to Gary
Downey about
Apogee’s acquisition of
Balreed
20
Results
UTAX (UK) posts
double-digit turnover
growth for fifth year
running
22
Consumables
KYOCERA Document
Solutions warns of the
dangers of compatibles
24
MPS
Quocirca’s Louella
Fernandes on why MPS
is right for the circular
economy
29
Interview
Dave McNally explains
Dell’s channel strategy
32
Printers
HP launches world’s
most secure printers
34
Vox Pop
How printer resellers
can profit from the
cloud
40
Sales and
Marketing
Sofia Dahlqvist explains
how to align sales
and marketing for
maximum profit
42
Drupa Preview
How inkjet technology
is impacting the
commercial print sector
46
Distribution
Beta Distribution
restructures as sales
keep rising
48
Dealer Profile
PITR profiles EMS
Copiers, UTAX Partner
of the Year for two
years running
50
60 seconds with...
Angela Osborne, Sales
Manager, Duplo UK
Digital Finishing and
Office Division
SEPTEMBER 2015
print
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reseller.uk
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Issue 22 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
·
11.New Version 7with different image and no slice of
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INNOVATIONS
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SPONSORSHIP
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PAGE 17
INTERVIEW
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PAGE22
September2014
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PRINT,MFP, SOFTWARE, SERVICES, DOCUMENT & CLOUD NEWS & INFORMATION FOR VARS, CONVERGED RESELLERS &MFP DEALERS
