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Welcome to the Summer issue of
PrintIT Reseller.
The flip side of the wider adoption of
MPS and the fact that both OEMs and
dealers are promoting the benefits of
smart solutions that enable organisations
to automate business processes has been
a significant decline in page volumes.
Both Photizo and PrintFleet have been
monitoring print usage in 257 companies
since Q1 2008 and their figures show a
steady decline of 20% over the period.
This, coupled with the fact that the
jury is still out on the impact of the wider
adoption of smartphones and tablets on
print volumes and the ability of print ‘on
the go’ to drive an increase in volumes,
means that smart resellers are looking at
alternative revenue streams.
On page 18, PFU Imaging Solutions’
Klaus Schulz explains how scanners can
open doors for a dealer if they ask the right
questions, while Canon’s Matthew Searle
says that mobile scanning is a trend that
dealers should be paying attention to.
Another potential growth area is
business inkjet. InfoTrends sees a bright
future for business inkjet in the office
environment and expects inkjet devices to
take a greater share of the office market.
Both Epson and HP have launched a
range of products designed to meet the
demands of general business printing and
HP’s Dafydd Hollis warns that channel
partners are at a risk of falling behind if
they do not realise the benefits of offering
their customers what they want. Turn to
page 25 to find out more.
James Goulding
, Editor
07803 087228 jamesg@binfo.co.uk
Editor:
James Goulding
–
07803 087228 jamesg@binfo.co.uk
Advertising Director:
Ethan White
–
01732 759725 ethan@binfo.co.uk
Publishing Director:
Neil Trim
–
01732 759725 neil@binfo.co.uk
Group Sales Manager:
Martin Jenner-Hall
–
07824 552116
martin@binfo.co.uk
PRINT.IT Reseller is published by
Kingswood Media Ltd., Amhurst House, 22 London Road,
Sevenoaks TN13 2BT
Tel: 01732 759725 Email: info@binfo.co.uk
www.printitreseller.co.uk
No part of PRINT.IT Reseller can be reproduced without prior written permission
of the publisher. © 2013 Kingswood Media Ltd.
Design: Sandtiger Media www.sandtiger.co.uk
contents
05
Bulletin
What’s new in printers and printing
12
Recruitment
Ricoh launches dealer recruitment drive
14
Channel Relationships
Investment works both ways
16
The new frontier
BNP Paribas Leasing Solutions on advanced MPS
18
Scanners
Eclipse research confirms growth potential
22
Solutions
Toshiba targets key verticals with integrated solutions
25
Business Inkjet
Expected to take a greater share of the office print market
28
Managed Print Services
Delivering services with low/no investment
30
Triumph Adler
Opportunity or threat? We find out
35
Consumables
DMC addresses the green bottom line
RESELLER
SUMMER 2013
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OKI PrintITreseller mag front cover_v2.indd 1
18/09/2012 12:26:28
ESSENTIAL PRINT, MFP & PRINT SOFTWARE INFORMATION FOR VARS, CONVERGED RESELLERS & MFP DEALERS
RESELLER
AUTUMN 2012
It’s not big.
But it is clever.
OKI C822DN
A3 Colour Laser
from Northamber
plus we’ll give you £
10 OFF
your
next OKI C800 series order*
(That’s another Northamber exclusive!)
*Terms & conditions apply.
ORDER: OKC822DN
NORTHAMBER
Order online 24/7 with
no credit card surcharge
northamber.com
Call weekdays
8:30am to 6:30pm
020 8296 7066
©Nor thamber 2012 E and O.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
END USER
CASHBACK
on selected C800
models
up
to
£
50
CAPITAL
BONDS
on selected C800
models
up
to
Call for our
latest price.
OKI PrintITreseller mag front cover_v2.indd 1
18/09/2012 12:26:28
ESSENTIAL PRINT, MFP & PRINT SOFTWARE INFORMATION FOR VARS, CONVERGED RESELLERS & MFP DEALERS
RESELLER
AUTUMN 2012