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IT resellers are not doing enough to
explain to customers how financing and
leasing can help them make shrinking IT
budgets go further, according to a new
report by Quocirca.
Sponsored by BNP Paribas Leasing Solutions,
Using ICT Financing for Strategic Gain
reveals
that many SMEs are unaware how financing
works and prefer to spend cash on ICT
purchases.
Even though 76% of respondents in firms
with revenues of £5 million to £50 million say
they use car financing, only 30% use financing
for IT and telephony equipment. Just 1% use it
for software.
Half of respondents were unaware of
the benefits of IT finance in comparison to a
cash purchase or bank credit lines, indicating
that resellers should do more to help SMBs
understand the benefits of ICT financing.
Even though more than half of respondents
consider up-front costs to be of critical or high
concern, the option to finance a deal is brought
up regularly in only 30% of ICT purchasing
negotiations: 45% of SMBs said they had to raise
the subject themselves.
Benoît Dilly, country manager at BNP Paribas
Leasing Solutions, said: “Now is a great time for
SMBs to procure ICT through financing. With
budgets increasingly restricted, financing is the
ideal way for them to get the technology they
need to achieve their goals and go for growth.”
Almost two thirds of respondents (64%)
expect technology budgets to decrease this year.
Yet, with 81% using the internet for ad hoc
purchases (as a primary or secondary source),
SMBs may not be making the most effective use
of the funds available to them.
Dilly added: “By working with us, resellers
have an excellent
opportunity to shift
SMBs’ ad hoc IT
purchasing practices
towards more
mutually beneficial
strategic business
relationships.”
In 2012, BNP
Paribas helped 40,000
UK businesses invest
in £1.1 billion of
capital equipment.
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In the news
Resellers missing out on sales by not
explaining financing options
Lawyers and accountants
still wasting money on print
Small professional services firms are
continuing to waste money on poor printing
habits, according to a new survey by Epson,
suggesting that there is still mileage in
promoting the cost-saving benefits of new
printers, solutions and managed print services.
The Coleman Parkes survey of more than 500
European firms found that the UK is the worst
offender in Europe when it comes to bad printing
habits, such as printing documents and not reading
them and failing to collect print-outs from the printer.
Based on its findings, Epson estimates that UK
professional services businesses, half of which print
more than 150 pages a week, could collectively save
more than £45 million per year by changing printing
practices.
Key areas where improvements could be made
include monitoring consumable costs, introducing
energy-saving policies for printers and printing double-
sided.
The survey shows that:
n
Over half (56%) of European professional services
firms don’t print on both sides of the page;
n
83% fail to monitor the cost of print consumables
(including ink, toner and paper);
n
Only 19% have an energy saving policy for printers;
n
75% don’t aim to purchase products with a low
carbon footprint or environmental impact; and
n
37% believe smartphones and tablets will have a
significant impact on the ways content is printed in
the future.
These findings differ from recent surveys by
Kyocera (see page 5) and IDC, which suggest
that energy consumption and green IT are major
purchasing considerations in organisations with
designated IT departments and more formal
procurement processes.
The lack of consideration small firms give to print
costs, printer energy consumption and the environmental
impact of devices might make it harder to sell the
benefits of Epson WorkForce Pro business inkjets.
MSE opens new distribution centre
Micro Solutions Enterprises (MSE) EMEA, a leader in remanufactured printer cartridges,
has purchased a new distribution centre in The Netherlands. Located in Zeewolde,
40 minutes from Schiphol Airport, the modern facility has 480 square metres of office
space and 1,000 square metres of warehousing.
Oded Yakobowitz, MSE’s Director of Operations EMEA, said: “We have been growing steadily for
6 years and are planning for the next phase. Owning the facility gives us greater scope and greater
flexibility for expansion. This allows us to increase inventory and drive further efficiencies at our main
logistics platform here in The Netherlands. In this business, availability rules the channel. We are
committed to meeting the growing demand from the market place.”
MSE is the largest remanufacturer with U.S.-based
production facilities. It employs patented technologies,
proprietary processes and stringent testing methodologies
to produce alternatives to OEM print consumables.
Did you know?
Almost two thirds (63%) of large
enterprises have experienced printer-
related security breaches, according
to a Quocirca white paper for Nuance,
yet only 22% have implemented
secure printing solutions.
Printing: a
false sense of security
explains why
organisations must make printing
secure and includes two case studies
– one Equitrac and one Safecom – to
show how this can be done.
www.nuance.co.uk.
04 Print.IT Reseller
01732 759725
BENOÎT DILLY
UK head of Leasing Solutions
Benoît Dilly
is Head of Equipment & Logistics Solutions Business Unit and Country Manager for
Leasing Solutions in the United Kingdom. He started his career at UFB Locabail, a French leasing
company, as Branch Director. He joined Arval in 1998 to set up the Portuguese subsidiary and then
moved to France in 2004 as Head of the International Coordination. In 2006, he was appointed
Regional General Manager for Russia, Ukraine, Brazil and Morocco.
He has been based in the UK since April 2009, when he was appointed to his current position.
He manages teams located across the UK in Basingstoke, Bristol and Manchester.
The Epson WorkForce 60 was chosen as the official
printer for Oscar Credentials at the 85th Annual
Academy Awards due to its reliability and ability to
print borderless colour credentials.