ESSENTIAL PRINT, MFP & PRINT SOFTWARE INFORMATION FOR VARS, CONVERGED RESELLERS & MFP DEALERS

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Grow your business with Northamber and Scanners Start a new conversation with your customers and introduce ScanSnap N1800 Network Scanner them to the superb range of Fujitsu scanners. They’re easy • 50 page ADF • 8.4 inch colour to use and even easier to sell. • 20ppm (simplex) / 40ipm touchscreen interface (duplex) ORDER: FUSCN1800 Call Northamber, the experts today and let’s chat. ©Northamber 2013 E and O.E.

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If you would like more information visit conference.photizogroup.com, or contact Terri Crowley at [email protected]. 22 Print.IT Reseller 01732 759725 GLOBAL Scottsdale, AZ 6-9 May SUMMER 2013 RESELLER Comment Welcome to the Summer issue of open doors for a dealer if they ask the right contents PrintIT Reseller. questions, while Canon’s Matthew Searle 05 Bulletin The flip side of the wider adoption of says that mobile scanning is a trend that What’s new in printers and printing MPS and the fact that both OEMs and dealers should be paying attention to. EUROPE dealers are promoting the benefits of Another potential growth area is 2013 12 Recruitment smart solutions that enable organisations business inkjet. InfoTrends sees a bright London, UK launches dealer recruitment drive to automate business processes has been future for business inkjet in the office 14 Channel Relationships a significant decline in page volumes. environment and expects inkjet devices to 30 Sep - 2 Oct Both Photizo and PrintFleet have been take a greater share of the office market. Investment works both ways monitoring print usage in 257 companies Both and HP have launched a 16 The new frontier since Q1 2008 and their figures show a range of products designed to meet the BNP Paribas Leasing Solutions on advanced MPS steady decline of 20% over the period. demands of general business printing and This, coupled with the fact that the HP’s Dafydd Hollis warns that channel 18 Scanners jury is still out on the impact of the wider partners are at a risk of falling behind if Eclipse research confirms growth potential adoption of smartphones and tablets on they do not realise the benefits of offering 22 Solutions print volumes and the ability of print ‘on their customers what they want. Turn to targets key verticals with integrated solutions the go’ to drive an increase in volumes, page 25 to find out more. Photizo Group’s premier means that smart resellers are looking at 25 Business Inkjet alternative revenue streams. James Goulding, Editor Expected to take a greater share of the office print market On page 18, PFU Imaging Solutions’ 07803 087228 [email protected] Klaus Schulz explains how scanners can 28 Managed Print Services events for the imaging channel Delivering services with low/no investment 30 Triumph Adler Join us Register online Opportunity or threat? We find out To receive your regular FREE printed copy 35 Consumables PrintIT Reseller is a publication of PrintIT Reseller Magazine simply fill in DMC addresses the green bottom line for the IT Reseller channel. Our our online registration form at Managed Print Services • Digital Workflow mission is to bring information www.printitreseller.co.uk on new products, services and Editor: James Goulding – 07803 087228 [email protected] Office of the Future • Market Analysis market developments to ESSENTIAL PRINT, MFP & PRINT SOFTWARE INFORMATION FOR VARS, CONVERGED RESELLERS & MFP DEALERS Advertising Director: Ethan White – 01732 759725 [email protected] AUTUMN 2012 resellers, MFP dealers and online RESELLER OKI C822DN A3 Colour Laser from Northamber10 OFF your plus we’ll give you £ Publishing Director: Neil – 01732 759725 [email protected] next OKI C800 series order* (That’s another Northamber exclusive!)

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©Northamber 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. [email protected] meet their customers’ needs, OKI PrintITreseller mag front cover_v2.indd 1 18/09/2012 12:26:28 PRINT.IT Reseller is published by make informed purchasing decisions and generate new Kingswood Media Ltd., Amhurst House, 22 London Road, ESSENTIAL PRINT, MFP & PRINT SOFTWARE INFORMATION FOR VARS, CONVERGED RESELLERS & MFP DEALERS

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OKI C822DN Transform Events Tel: 01732 759725 Email: [email protected] A3 Colour Laser from Northamber businesses. 10 OFF your plus we’ll give you £ next OKI C800 series order* Document (That’s another Northamber exclusive!) www.printitreseller.co.uk up Call for our to £50 latest price. CAPITAL BONDS on selected C800 up models to £150 Until PrintIT Reseller came along ORDER: OKC822DN END USER It’s not big. CASHBACK But it is clever. on selected C800 *Terms & conditions apply. models

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No part of PRINT.IT Reseller can be reproduced without prior written permission ©Northamber 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. • Education - Industry experts and proven leaders share Management of the publisher. © 2013 Kingswood Media Ltd. there hadn’t been a dedicated printed OKI PrintITreseller mag front cover_v2.indd 1 18/09/2012 12:26:28 Design: Sandtiger Media www.sandtiger.co.uk resource for this community. strategy, case studies, market analysis, and critical Solutions” PrintIT Reseller magazine fills information for success. this void for dealers, manufacturers, You can also read the digital version of software suppliers, solutions PrintIT Reseller online, on tablets and providers and distributors. • Workshops - At each event, dive deeper into topics, smart phones. with hands-on workshops offering certification. Workshop • Networking and audience - Network with CEO/ presented by chairman-level executives from manufacturers, leading How do you make the best even better?... resellers, infrastructure providers, and wholesalers. ...Just add a PLUS! Now the d-Color MF PLUS range offers: • Very low energy consumption - in Sleep Mode it uses less than 1W • ErP is less than 0.2W • Touch Screen with “ ick & drag” functionality • New i-Options with Scan to Microsoft Word, Excel and PowerPoint*

If you would like more information visit To contact your local supplier call us on 01908 547896 or email: [email protected] conference.photizogroup.com, or contact *Word, Excel and PowerPoint are registered trademarks of Microsoft Terri Crowley at [email protected]. bulletin

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New Brother UK Managing Director In the news Brother UK has confirmed the appointment of Phil Jones as Managing Director. The announcement follows Jones’ promotion in March 2012 to Deputy MD, a role that saw him take responsibility for the company’s 180-strong workforce and £100m of sales. Commenting on the appointment, Jones said: “I’m thrilled to be given the responsibility to lead Brother in the UK as MD. Having joined the business back in the early 1990s with little leadership or business management experience, my journey really underlines Brother’s commitment to investing in people and backing talent – a culture that I’m determined to continue building during my tenure. “The UK is a strategically important market to Brother. With a committed team, a loyal customer base and some great new innovative technology, we have a fantastic opportunity to continue to grow in the years ahead. My appointment couldn’t have come at a more exciting time for the business.” www.brother.co.uk

(l-r) Steve Hewson, Sales & Marketing Director, co2balance; Yasuhiro Jingu, Vice President & General Manager, European Marketing Division & European Customer Support Center, Toshiba TEC Europe; and Jeremy Spencer, Marketing Director, Toshiba TEC UK Carbon Zero scheme Toshiba TEC has received an award to challenging their supply chain to support their mark the offsetting of over 200,000 own carbon reduction agenda. tonnes of CO2 through its carbon zero Marketing Director Jeremy Spencer said: programme – the equivalent to 44 flights “Signing up to this programme is an extremely on the Space Shuttle, one third of all simple process. Dealers complete a series of European air travel for a day, or the spreadsheets audited by co2balance UK Ltd, total annual carbon footprint of 39,607 which detail their company’s gas and electricity European cars. usage, water and waste data, business travel Since 2009, Toshiba has been working with and accommodation. They are then given carbon management company co2balance recommendations on how they can reduce their to calculate and offset the carbon dioxide carbon footprint and ongoing energy costs.” emissions created from the manufacture, When a full carbon footprint has been distribution and operation of Toshiba MFPs established for a dealership, co2balance supplied to the European market. supplies and retires the required carbon credits The firm will achieve PAS2060 Carbon on their behalf in the approved international Investment for growth Neutrality status for its entire UK operation register. Dealers then receive a certificate Document Solutions is celebrating following an independent audit next month recognising them as a Carbon Zero business its 25th anniversary in the UK by opening a and has committed to achieving a further and they can use the associated branding Northern Showroom in central Manchester 2% reduction in its own emissions over the for marketing purposes over the following and relocating its UK head office to a following twelve months. 12 months. central Reading location. As part of its continuing commitment to The social and environmental schemes that The company has taken the ground floor of 14 social and environmental initiatives Toshiba is have benefited from Toshiba TEC’s programme storey-high Chancery Place, one of Manchester’s now inviting authorised dealerships to sign up include a gold standard project that helps most prestigious office buildings. Meanwhile, its to the scheme. By inviting dealers to participate villagers in Kenya to reduce their own carbon Reading-based staff will be relocated to Eldon directly in the scheme, Toshiba is not only footprint by using energy efficient stoves; Court in London Road, Reading. The new office offering them a ready made Corporate Social support of wind farms in rural India; and, most areas, meeting rooms and training facilities have Responsibility (CSR) policy, it is also putting recently, a scheme to repair and maintain bore been designed over three floors to support the them in a stronger position to tender for new holes in Uganda to improve the supply of fresh company’s plans for growth. business with larger corporate clients who value water to poor communities. www.kyoceradocumentsolutions.co.uk this initiative in suppliers and are increasingly www.toshibatec.co.uk

www.printitreseller.co.uk Print.IT Reseller 05 bulletin In the news

Manx Telecom opts for Viking St John’s-based Viking Office Systems has upgraded the office management function at Manx Telecom’s headquarters in Braddan, installing a total of eighteen Kyocera print and copy devices. Manx Telecom CEO Mike Dee said: “We are a large, multi-faceted company operating in a highly competitive, customer-focused environment. Maintaining maximum administrative efficiency is vital. We have worked with Viking Office Systems over a number of years and have been impressed with their professionalism, service ethic and the quality of the equipment they provide.” Viking’s Managing Director, Stan Keig said the relationship with Kyocera marks an exciting new chapter in the company’s 20-year history. “Kyocera has emerged as a DSales takes dealers to Cape Town serious player in the industry offering cutting edge, environmentally friendly technology DSales (UK) Ltd, the UK distributor for the Develop range coupled with exceptional build quality and functionality. As the Island’s appointed Kyocera of multifunctional document imaging systems, recently dealership we were delighted that Manx Telecom gave us the opportunity to take its office took a group of dealers on an all-expenses-paid prestige management technology to the next level.” trip to Cape Town, South Africa. www.viking.co.im The trip was part of the DSales channel sales incentive programme: 18 winners qualified from 14 dealerships based on sales success between September 2012 and January 2013. Balreed signs sponsorship deal The winners hosted by DSales staff enjoyed a four day trip Kent-based Balreed has agreed a staying at the luxurious Table Bay Hotel with rooms overlooking three-year sponsorship deal with Kent Table Mountain, Robben Island and Cape Town’s beautiful V&A County Cricket Club. The commercial Waterfront. Highlights of the trip included a cable car ride to partnership will raise the company’s the summit of Table Mountain for a sundown reception, a rally profile as the major sponsor of its challenge through the Cape Town Wineland vineyards and cage home county team and the team’s diving in the ocean to view great white sharks! Championship shirts will be branded DSales Managing Director Jonathan Whitworth said: “We with the Balreed logo. want to reward our dealers, because our success is based on their Managing Director Robin Stanton- success. It really was a great trip with some terrific experiences Gleaves said: “I’m very proud to be the that I don’t think any of us will ever forget.” county’s major sponsor. I started the www.dsales.co.uk business in Kent ten years ago and whilst we now operate across the country, Maidstone is still our hub and over half of our staff live or work in the Kent county area.” Midwich staff go to great Kent Cricket CEO, Jamie Clifford said: lengths “We look forward to working with Balreed more closely and are extremely pleased to Technology distributor Midwich has raised £2,500 for have them on board.” its chosen charity of the year – The East Anglian Air www.balreed.com Kent CC’s new Balreed championship shirt Ambulance. Sixty-four staff volunteered for a 22 mile ‘Swim the Channel’ challenge. Using local council swimming pools in teams of up Altodigital appointed to procurement to four, they swam the equivalent distance from Dover to Calais over a number of weeks, to raise funds for the regional charity. framework The event is the first of many as Midwich hopes to raise a Altodigital has been awarded a place on the prestigious HealthTrust total of £15,000 across the year. Europe procurement framework, a group purchasing organisation for the www.midwich.com public and private sectors in the UK and Europe. Run in conjunction with the London Procurement Partnership, the framework will see Altodigital become a preferred supplier for managed document solutions (MDS) including hybrid mail, external print and electronic document management, with more than 40 NHS Trusts tendering through the scheme. Featuring a portfolio of more than 400 contracts which can be awarded through the framework, it is set to open up a huge new market to Altodigital and is the result of an 18-month application process. The majority (90%) of the framework’s assessment criteria was based on Altodigital’s technical abilities, while the remaining 10% was assessed on pricing. Altodigital will remain on the framework for the next ten years. Gavan Duffy, Altodigital’s Public Sector Contract Manager, said: “It is huge kudos for Altodigital to be chosen as a preferred MDS supplier for NHS trusts across the country.” www.altodigital.com Kelley Chisman, Ellis Barnes, Emma Knowles and Karl Brett; flanked by Commercial Director Alex Ward and Diss Swimming Pool Manager Sally Garnham

06 Print.IT Reseller 01732 759725 bulletin

Help a Capital Child Altodigital broadens Apogee Corporation’s CEOs, Barry Ferdinand activities such as kayaking and narrowboating its reach and Jason Collins, who have been actively plus climbing and plenty of other sports for young fundraising for Capital FM’s Charity, Help disabled people. Altodigital is expanding its operations a Capital Child, recently visited Laburnum Jo Graham from Help a Capital Child said: into the North West with a new Boat Club – one of the beneficiaries of the “Thanks to the support of companies like Apogee, regional base in the centre of Liverpool. £85K the firm has raised to date. Help a Capital Child has been able to continue to Altodigital Liverpool will be based at The Club provides opportunities for the personal fund sessional workers to support the twice weekly Horton House, Exchange Flags. development of young people with special needs Sports Club for young disabled people.” The move forms part of its strategy to through participation in a range of water-based www.apogeecorp.com broaden its reach across the UK. Headed up by Sales Director Paul Rylands and Mark McManus; the new office complements Altodigital’s eight existing locations across the UK. Growth is also on the cards, with plans to recruit 12 new Liverpool-based staff within three years. Rylands said: “We see a real gap in the market in Liverpool when it comes to offering sophisticated, flexible and cost effective print and document management solutions. However, we’re here to show business owners that this process doesn’t need to be expensive or complicated. “It’s an exciting time for us and the region is an optimistic, buoyant place in which to do business.” www.altodigital.com

Apogee’s Barry Ferdinand (second left) and Jason Collins (far right)

Vasanta Group enjoys sales growth The Vasanta Group has reported strong sales growth in the first quarter of 2013. Sales in the January to March period grew by over 7% (adjusted for the lower number of working days in 2013 compared to 2012). Sales & Marketing Director Steve Haworth said: “We are seeing strong growth in many areas with particularly encouraging contributions from new and emerging categories in our market such as Facilities Supplies and Technology products. We have also seen VOW make further significant market share gains and our VOW partners have enjoyed continued growth.” www.vasantagroup.com

VOW boosts Q-Connect Office Evolution award offering winners VOW has strengthened its Q-Connect own Trowbridge-based Office Evolution has brand product range to include printer scooped two awards at the 2013 Wiltshire consumables. Business of the Year Awards. Designed to help distributors and resellers Ireland Q-Connect The Awards, now in their 19th year, are one offer an even wider product range with a brand website to be launched in 2013. of the most prestigious events in the South West already well recognised and trusted for high “Q-Connect ink and toners will undergo the and are a showcase to celebrate the success and quality, VOW is enhancing its own brand offering same stringent tests that all our own brand ink achievements of local Wiltshire businesses. with the transition of its Office Basics toner range and toners have always been subjected to, which Office Evolution was announced the winner to Q Connect, with inkjet to follow later this year. will ensure a high quality product that resellers of the 2013 Wiltshire Small Business of the Year Head of Technology Gilly Blackburn said: and their customers can rely on every time.” Award and also picked up the Services to the “VOW has used its 30 plus years experience in VOW’s Q-Connect brand was established in Community Award at a Gala Dinner and Awards the technology sector to deliver what we believe 1998 and today VOW offers over 1,200 office Ceremony held at Center Parcs’ Longleat Forest is one of the most competitive own brand ink and products lines in the Q brand range, with a holiday venue, near Warminster on April 26. toner ranges available. Q-Connect comes with a further 50 plus new lines in the toner and inkjet www.officeevolution.co.uk two-year warranty, dedicated sales and marketing categories to be launched this year. support and the backup of a new dedicated UK & www.voweurope.com

www.printitreseller.co.uk Print.IT Reseller 07 bulletin In the news ...in brief... 25 billion pages Misconceptions Katun Corporation, providers of OEM-compatible Record year supplies for office imaging equipment, has PrintFleet Inc grew its revenues to around printer announced the achievement of a significant record levels in its 2012 fiscal year. The milestone: 25 billion colour pages have been company launched a series of significant supplies produced using Katun and Media Sciences brand software enhancements over the same New research carried out by Lexmark colour toners. period and added new distribution has revealed that better knowledge of Katun anticipates reaching two other milestones in partners and OEM programs to further laser printer supplies could help firms 2013, including $3 billion in customer savings and one strengthen its market position. save money on the costs associated with trillion pages produced (combining colour and monochrome www.printfleet.com . output). www.katun.com The research highlights the many misconceptions that users have about laser Latest NAPPS partner printer supplies. However, with better insight BNP Paribas Leasing Solutions has into the capabilities, users could make more become the latest corporate partner informed decisions about the products they of NAPPS – The Document Solutions purchase ensuring the best performance for Association. The two will work together the price they pay. to define and drive standards of fair “Our survey shows that many people practice throughout the UK’s print have little knowledge of what they can supply channel. expect from their printer supplies and www.napps.org.uk, several misconceptions about capabilities and costs,” said Danny Molhoek, General www.uk.bnpparibas.com Manager Lexmark UK and Ireland. “Whilst some of these may have been true in the past, technology as ever is advancing. Cost ProcessFlows joins per page is getting lower whilst the yield, Visitors from reliability and sustainability of products are Nuance increasing all the time.” Printerbase, an online printer reseller based in Business solution provider, ProcessFlows, www.lexmark.com Ashton-under-Lyne, recently welcomed visitors all has been promoted to Master VAD the way from Brother Industries in Japan to help Partner status by technology developer develop their new printers. Nuance for the Nuance eCopy and The electronics manufacturer chose Printerbase as Equitrac products. the only online retailer to visit on their trip to the United Master VAD Partner status is awarded to Kingdom following the release of their brand new range of organisations considered by Nuance to be J4000 printers. experts in their field and demonstrates their Yuya Ibuka, Brother Industries’ European Supply Chain competence in marketing, selling, delivering Controller, Keita Aoyama and Osamu Nishikawa – both and technically supporting Nuance’s MFP Overseas Group Managers – travelled from Japan to discuss enabled print and document management their new stock of compact Multifunction Inkjet printers that technologies. can print up to A3. They also outlined future plans and found www.processflows.co.uk out what lies behind Printerbase’s success. www.printerbase.co.uk Apprentice programme takes off Cura Technical has implemented an apprentice programme in partnership with Basildon-based TheLightbulb Ltd, a provider of training and learning services. “This apprentice programme is providing young people with the expertise and skills needed to meet the growing demands of the business,” said Managing Director Jason Williams. “It is a win-win situation as our apprentices know they are getting a nationally recognised qualification whilst we can be equally secure that our new employees have the required skills to hit the ground running when their apprenticeships are complete. We are already considering how to extend the scheme in the future.” TheLightbulb Ltd has been working with Cura Technical to offer a unique opportunity to individuals from the local area with the relevant qualifications and desire to start their careers in this exciting sector. Three apprentices now work at Cura Technical in customer service, warehouse and business administration roles.

08 Print.IT Reseller 01732 759725 bulletin

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ePrinting for smartphone users Survey highlights lack of guidance HP has announced that Surfbox has A survey commissioned by the guidance explaining some of the risks transformed its business with HP ePrint by Information Commissioner’s Office organisations must consider when allowing enabling smartphone users to print direct (ICO) reveals a ‘laissez faire’ attitude personal devices to be used to process work- from their devices. to the use of personal laptops, tablets, related personal information. The guidance Surfbox provides internet access via a network computers or smartphones for work explains how this approach, commonly known of 800 self-service kiosks in hotels, ferryports, purposes that may be placing people’s as ‘bring your own device’ (BYOD), can be airports, public libraries and shopping malls across personal information at risk. adopted safely and in a manner that complies Ireland, the UK, France and Belgium. In the future, The survey carried out by YouGov reveals with the Data Protection Act. all Surfbox kiosks will provide mobile print and that 47% of all UK adults now use their The YouGov survey shows that email is the payment services. personal smartphone, laptop or tablet most common work activity carried out on a HP ePrint and HP Printer On applications provide computer for work purposes. But less than personal device, cited by 55% of people who Surfbox with a robust solution for mobile printing. three in ten who do so are provided with use their personal smartphone, laptop, or tablet Users simply open the app, find the nearest printer, guidance on how their devices should be used computer for work purposes. This was followed send the document to print and go to a Surfbox in this capacity, raising the concern that by 37% who use a personal device to edit work kiosk to pay and collect the documents. people may not understand how to look after documents and 36% who use one to store “Surfbox needed to innovate to drive growth personal information accessed and stored on work documents. as their business transformed from a provider of these devices. www.ico.org.uk internet access to a mobile ePrint provider,” says The news comes as the ICO publishes Gary Tierney, PPS Country Manager HP Ireland. “As well as providing new revenue streams, the HP solution has helped reduce maintenance costs and improve customer satisfaction.” www.hp.com

Dell mobility solutions Dell Software’s new family of mobility solutions is designed to facilitate customers’ BYOD enablement strategies by making it easy to extend and manage mobile access, increase the security of data being accessed remotely, broaden network access to better support BYOD and improve the user experiences when accessing business applications from a variety of mobile devices. The four mobility solutions are designed to help customers better understand how a combination of devices, network access, enterprise workspace and professional services from Dell can be used to support all stages of BYOD evolution. Dell Mobility Solutions accommodate Corporate Owned, Choose Your Own and Bring Your Own Device management strategies while providing flexibility to interoperate with existing infrastructure and business applications. Additionally, these solutions can be configured to work together as part of a complete turnkey Cloud print on the agenda offering, incorporating a full range of Dell devices, A Brother sponsored study conducted remote access to central systems for employees including endpoint management, remote network with Incisive Media which asked IT buyers who work away from the office and 40% have a access, monitoring, virtualisation, data protection, what they are doing to support mobile BYOD policy. Other key findings include: security and identity management. working revealed that cloud print is n 26% of respondents said that the www.dell.com firmly on the agenda. capability to print remotely is an important A third of corporate IT decision makers part of the job of their mobile workers; employing up to 1,000 people said that their n 61% of organisations think that mobile Handepay merchant services workforce is increasingly mobile and they and portable printing capabilities will be are considering investing in mobile printing beneficial to their workforce; Synaxon is making it easier and significantly technology. And a quarter of the IT buyers n 25% of IT buyers are planning to introduce cheaper for its members to accept debit and polled said that they are planning to introduce video calls and video conferencing in the credit card payments by signing an exclusive deal cloud-based printing to their business. future. with Handepay, a specialist provider of low cost Four out of five of organisations provide www.brother.co.uk merchant services to SMBs.

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Ricoh to double number of channel partners

Ricoh has launched a reseller we want to get across is that if a reseller recruitment programme to help is looking for growth with a vendor who meet ambitious sales targets for its can offer value to them, then they need to desktop printers and MFPs. be talking to Ricoh. The value of the Ricoh The company aims to increase printer brand is very strong in the public sector sales through the channel by 60% this and corporate market so association with year, following a 68% rise in unit sales in us will give IT resellers great kudos. 2011-12. “We are Number 1 in the copier market Steven Hastings, Ricoh UK IT – one in four photocopiers sold in the UK Distribution Channel Director, told PrintIT is a Ricoh – and our aim is to be Reseller that Ricoh’s major focus for 2013 Number 1 in the printer market as well.” was to double the number of channel In addition to the benefits of ...the Ricoh partners from 600 to 1,200 and to attract association with the Ricoh brand, Hastings brand is very mid-size IT resellers targeting small and said resellers could look forward to: “The most important qualification is medium-sized businesses. • increased margins – “Our feedback strong in desire”: Steven Hastings, Ricoh UK IT Ricoh has three levels of channel from existing partners is that they the public Distribution Channel Director partner: Approved (fixed rebates); enjoy greater margins when selling sector and Preferred (preferential pricing and access Ricoh”; corporate • the opportunity to move into new to marketing collateral); and Solutions • an expanded partner portal where product areas, from projectors to (managed print services and access to the resellers can access product market... video-conferencing. copier range). information, marketing material and “We don’t say ‘If you spend this much support; “Last year Ricoh launched its first you will be a Gold partner and if this much • a product range covering not only projector range, including the smallest a Silver partner’. We try to be more flexible printers, but also solutions like the ultra-short throw projector in the market, and more bespoke,” Hastings said. Ricoh Click MPS proposition, backed and over the next two years we will be “Obviously a Solutions partner up by 1,000 Ricoh technicians across entering other new areas for us, including implementing a balanced deployment of the UK; video-conferencing systems, giving Ricoh printers and MFPs under an MPS contract • a choice of models to meet different resellers a greater breadth of product than would have a higher level of qualification, purchasing priorities – “We aim to competitor offerings,” Hastings said. but the most important qualification a offer two types of product at every Ricoh is to start the next stage of its reseller needs is a desire to expand its level: one with a very competitive box reseller recruitment programme in the next business.” price and one with a very strong total few weeks, so look out for further details He added: “One of the main messages cost of ownership (TCO)”; and as they become available.

All bases covered Ricoh’s printer range includes models to satisfy most requirements: A4 or A3, colour or mono, single function or multi-function, wired or wireless, Ricoh’s range has all bases covered. With its GELJET devices, it also meets the needs of those who prefer inkjet over toner. Ricoh Europe has just enhanced its range of gel devices with the launch of its first mono-only model, the SG K3100DN. Designed for offices and retail environments wanting a compact, economical printing option, it consumes 90% less power than a comparable laser printer and has the option of a high capacity, 10,000- page cartridge for lower running costs. Chi Chung Man, Senior Product Manager, Ricoh Europe, said: “The SG K3100DN is ideal for cost-efficient, environmentally responsible printing. This GELJET printer uses fast-drying viscous, pigment-based Liquid Gel that delivers high-quality black-and-white prints at low cost on plain paper. And because Liquid Gel dries instantly, it enables high-speed duplex printing.” Other benefits of the 29 pages per minute printer include a short warm-up time of 35 seconds; a first page out time of 5.5 seconds; USB and network connectivity; a small footprint; front access for easy operation; and support for paper up to 256 g/m2. In January, Ricoh launched the SG7100DN GELJET for businesses that require A3 colour printing. An Economy Color mode keeps the cost of colour printing down by reducing the density of colour images while keeping text quality the same for clarity.

12 Print.IT Reseller 01732 759725 advertorial

5 Star Brand relaunches EOS Compatibles Great value and a contribution to good causes

5 Star™ is firmly established as one of the best known and trusted office products brands in the UK, offering quality products at a great price. The broad range of over 1,400 products covers all of the most popular office products, from compatible printer cartridges and copier paper to pens, notebooks and cleaning products. The 5 Star™ brand offers a comprehensive selection of best selling products to meet the needs of consumers. Each 5 Star™ product is protected by eye-catching packaging containing clear product information. And most 5 Star™ products come with a one year guarantee, reassuring consumers of the quality they can expect from the range. The 5 Star™ association with a charity. brand is ideal to help resellers capitalise on Charitable trusts, as with other trusts, the need for competitively priced products. are administered by trustees, but there All products are also featured in their own is no relationship between the trustees catalogue and supported by exclusive and the beneficiaries. A charitable trust marketing materials and brand strategy to provides a framework for strategic About Spicers help engage consumers and promote the giving run by trustees who will change Spicers is the office products brand effectively. on an annual basis as will the charity or wholesaler, a business established The brand already offers resellers s charities that will benefit from the trust. A more than 200 years ago. Spicers a great own label alternative to take to proportion of the profit from each 5 Star™ services the reseller community with market which competes with branded sale will go towards the charitable trust. an extensive range of office and products on price and quality. Resellers Spicers range of 5 Star™ inks and workplace products, excellent logistics also have the additional benefit of the 5 toners offer a compatible solution support and outstanding marketing Star™ Charitable Trust, registered charity alternative to OEM manufacturer product. solutions and advice. number 1151151, to help position the A cost-effective alternative provides you Spicers is a committed partner and brand appeal even further with consumers and your customers with a high quality is at the heart of a dealers business, who are looking to positively impact their product suitable for their printer at a helping office products resellers build CSR. The addition of the Charitable Trust fraction of the cost of an original. successful businesses and diversify will mean that dealers and consumers Manufactured by supply partners through our product range, support, will get maximum benefit out of their who have both ISO 9001 and ISO 14001 innovative service initiatives and accreditation our range is produced to investments. Visit www.spicers.co.uk the highest standards and supported by a for more information on our services. 2-year guarantee. We are confident that your customers will be delighted with both Further information is available from: the quality print result and cost saving you Jeanette Bresitz – Marketing Director, can offer by choosing 5 Star™. Spicers Limited The 5 Star™ compatible range consists Mobile: 07876 446180 of more than 380 products with up to E-mail: [email protected] 50%* off the manufacturers RRP saving you money. Need to find a product for your customers machine? Our printer supplies finder can be found on officerange.com and can help you or your customer quickly locate the product suitable for use in their machine. For more information on the 5 Star™ range and working with Spicers contact 0844 2380000 or e-mail [email protected]

www.printitreseller.co.uk Print.IT Reseller 13 channel relationships Channel Business Support

Why Lexmark’s the Managing the vendor of choice for relationship

Managed Print Services With resellers on the front line promoting, selling and servicing the UK’s leading printer Lexmark has launched a new channel brands, investing in the relationship has to work both ways. For OEMs, particularly recruitment programme, which includes those brands that don’t sell direct, attracting cash-back incentives and training to and retaining new partners enables them to strategically grow market share. maximise profitability for resellers. For dealers, the value add lies in the level of support on offer to generate new leads Martin Fairman, The new initiatives are part of Lexmark’s and grow their business. Channel and strategy to expand on its enterprise SME Sales Andy Forsyth, Senior General Manager, UK Sales software-as-a-service offering, following Director, the 2010 acquisition of Perceptive and Marketing at Brother UK, said that Brother Lexmark UK & is always looking for opportunities to work with Software, and more recently Twistage Ireland and AccessVia. new partners and enhance the overall partner “We want to empower our partners with experience, adding that this in turn improves the the knowledge and capability to sell our full the channel, Lexmark has also launched a customer experience. range of end-to-end solutions, as well as the training academy, which involves a series hardware products,” said Martin Fairman, of workshops and webinars designed to Channel and SME Sales Director, Lexmark UK encourage resellers to sell its complete and Ireland. offering. Lexmark is entering the basic print The Lexmark Advantage Academy is services (BPS) market, which will see the open to all reseller partners. “The industry is vendor offering resellers up to five years’ changing,” said Fairman. “We can no longer worth of consumable contract revenue up rely solely on hardware products to make front, giving resellers access to essential cash. money. This is why we are bringing education “This is unique, no other vendor does to our partners’ sales teams to empower this,” Fairman added. “Lexmark will do all them to engage in conversations outside the the heavy lifting for resellers to engage in print platform, which will generate greater conversations with their end user’s and assist profitability.” in negotiating contracts.” As part of its growth expansion, Lexmark is As part of its on-going commitment to recruiting additional partners in the region.

Lexmark Channel Value Programme – It’s More than a Partner Programme. A Rewarding Experience. Lexmark is much MORE than just a print vendor! In fact over the past three years we have been transforming our global organisation into an IT provider of industry specific Andy Forsyth, Senior General Manager, solutions which will enable your customers to save time and money. This makes UK Sales and Marketing, Brother UK selling Lexmark MORE margin rich, develops MORE revenue streams, helping you to differentiate your company making customers MORE dependent on your business. “As a vendor that sells exclusively through more than 5,000 channel partners, investing in a So, whether you are, or need support, in selling output devices (printers and MFP’s), strong and mutually beneficial relationship with our content management software, workflow solutions or Basic Print Services (click/MPS), authorised partners is a big part of our DNA.” Lexmark is here to support you every step of the way. Brother offers a huge amount of support to its reseller and distribution partners through its Join Lexmark’s Channel Value Programme today and channel programme, the Brother Network. “This includes market insight which demonstrates the starting enjoying the following benefits: specific benefits of selling each product and access • Dedicated sales support • Access to Lexmark’s Virtual Solutions to our online portal – Brother Network – a central point for all of our news, promotions, incentives, • Exclusive offers and promotions Centre resources, marketing materials and e-learning. • Ready-to-Go Marketing tools and • Customisable sales and marketing tools “We understand our resellers are increasingly materials • Access to Lexmark’s Channel Advantage working on the go so we provide a variety of Academy and more... resources to support the ‘always on’ way our partners work. For example, we’ve launched an app which features promotions, product insights and Register now at www.reseller.lexmark.co.uk or contact 01628 518658

14 Print.IT Reseller 01732 759725 channel relationships Channel Business Support

cargilsolutions.co.uk) is the latest firm to join information on the suggested margins that Mark Duffelen, Director and General ’s expanding network of UK resellers. channel partners can make on products and Manager, Channels Group, Xerox services in an easy to use mobile format,” As a partner, Cargil is able to utilise Xerox’s he said. industry leading technology to strengthen Brother also has a strong heritage of relationships with its existing customers, as investing in marketing campaigns – the well as to grow in new markets. Managing most recent being a £1.5m spend on its Director Danny Gilbranch said: “With the ‘Route 66’ labelling campaign, which strength of the Xerox brand behind us, included a partner microsite and launch customers can select from a range of high event, something that Forsyth says quality options, providing us with a fantastic demonstrates its commitment to supporting opportunity to grow our business.” the channel. As reported in the last issue of Print.IT According to Business Manager MPS, Reseller, Xerox has also recently recruited Rob Brown, OKI is also actively recruiting ...the value Balreed Digitec (www.balreed.com). Group dealers. “We offer MPS partners free of add lies in Marketing Director Gary Downey said that charge Print Audits, consultancy, solution the addition of Xerox to its portfolio will design and project management, as well the level of allow them to offer an even broader range as access to a range of extended solutions support on of products and services to customers. they may not have access to otherwise. offer... “Xerox’s global reputation and reach “We have recently recruited some tools such as access to the SMART centre provides us with a fantastic opportunity for large dealers in the Office Supplies arena portal – which contains brochures, market expansion within the UK and continental and believe these dealers stand to make information, presentations, event support Europe.” significant inroads to the MPS marketplace, material, competitive information and a Elaine Hewitt, who leads the IT capitalising on their strong client range of other tools; use of the SMART Channel team at Kyocera, said: “We’ve relationships.” centre demonstration and training resource always responded to our customers in the at its European head office; market research IT channel and are aware of what they Channel friendly and insight; and the inclusion of reseller need to be successful with MPS. MPS is a Mark Duffelen, Director and General information on Xerox.com to help customers different sell for many channel organisations Manager, Channels Group, Xerox UK & locate their nearest Xerox reseller. so we work closely with them and walk Ireland said that Xerox’s strategy is to “We also made a number of recent them through the whole process with our expand its reach into the marketplace by enhancements to our Value Proposition dedicated resources, doing as much or as increasing its overall distribution capacity, such as a generous rebate scheme for little as they require. We help them to craft without obviously falling into the trap of rewarding performance and branding, and hone their skills and support them in over distribution. “We have made, and alongside a simple but robust accreditation sourcing and retaining MPS customers. continue to make, significant investments and certification process, which drives the Our partners know we’re 100% indirect so to streamline our business processes in benefits package between Xerox and its there is never any conflict and we work to order to make it as easy as we can for partners,” Duffelen added. support them on a number of public sector partners to work with us.” Essex-based Cargil Solutions (www. frameworks.” Xerox’s ‘channel friendly’ business “...our Continued... processes include a range of sales support resellers are increasingly working on the go...”

Rob Brown, Business Manager MPS, OKI

www.printitreseller.co.uk Print.IT Reseller 15 opinion Opinion

Print: The new frontier

...continued By Chris Cowell, Sales revenues on print related costs, whilst a Gartner study recently estimated that most Director for the Office companies could reduce their printing costs Equipment division at by 10-30%. BNP Paribas Leasing Advanced MPS Solutions If resellers are to be successful with advanced MPS, new skills in software implementation and configuration are essential. All of the major print manufacturers I talk to have invested heavily in providing training and support New generation to their channel partners, to help them Olivetti’s recently launched Gateway successfully transform their businesses from Partner Programme is designed to recruit basic to advanced MPS. The latter requires enthusiastic business people who are new skills and a different sales approach, interested in becoming first-time Olivetti one that’s more consultancy led. Inevitably, dealers. The Gateway Programme aims to ...natural partners can expect to see an increase in build a new generation of Olivetti resellers resource the cost of sales. and promises to provide those who join with conservation At BNP Paribas Leasing Solutions, all of the help, support and direction they we’re working with our partners to help need to succeed. is a top them develop an integrated print solution The comprehensive support available priority for model combining the document hardware, to Gateway dealers includes dedicated all leading software and ‘soft cost’ elements – often account management; sales, technical and Chris Cowell, Sales Director. Office referred to as professional services demonstration training that includes an companies. Equipment, BNP Paribas Leasing Solutions – without denting their cash flow. If intensive lease-finance course; technical anything, we’ve developed a suite and service support; Olivetti’s Direct Delivery Going back five or six years, Managed of solutions that can accelerate our Service; as well as access to Olivetti’s Print Services had a very different partners’ transition to advanced MPS marketing team who will help provide meaning to how it’s being viewed and simultaneously reap high margins product information through the provision of now by the major print and copy that come with software delivery and product workshops and sales guides, price manufacturers. Back then, MPS associated professional services. lists and promotions. Interested parties can was simply a way to combine the For example, we can finance 100% find out more by emailing Carole Gordge at maintenance of all hardcopy devices software only transactions. So a partner [email protected]. under one service agreement wishing to add new document management outsourced to a print specialist. functionality to an existing customer with a In recent years, with the advent of financed print fleet can do so easily. The Gateway advanced document management solutions, We’re also able to finance professional Programme aims to MPS is taking on a different meaning. MPS services. Typically we’re seeing day rates is now promoted as a way to effectively take for professional services being charged at build a new generation control of the entire document handling around the £1,000 mark. So by including of Olivetti resellers process within an organisation. The primary this charge into the overall finance solution, drivers for most organisations looking to the partner is able to monetise this service with flair and vitality... implement what I call ‘advanced MPS’ is to whilst being viewed as an all inclusive reduce print overheads, improve document provider by the customer. security given the heightened compliance The print market is shifting at a rapid environment most businesses now face and pace and new technologies like cloud encourage collaboration between teams. and mobile are causing print volumes to Then there’s the environmental dimension – decline. But whilst there will always be natural resource conservation is a top priority room for print hardware, the future does for all leading companies. increasingly point towards businesses Document management solutions, like adopting document management solutions. capture, workflow, distribution and retrieval, Now is the perfect time for print resellers are designed to deliver these benefits and to embrace the changing landscape and the market opportunity for print resellers remain successful. is huge. Market data shows that for many SMEs, print remains an uncontrolled cost. Chris can be contacted at Estimates suggest that some organisations [email protected] spend between 1- 6% of their annual

16 Print.IT Reseller 01732 759725

colour printing

KEEP CALM AND CARRY ON SELLING

Research commissioned by BNP Paribas Leasing Solutions shows ICT budgets in the SMB space are to shrink, or remain flat in 2013.

Don’t let this stall your sales. Our market-leading print finance solution can help you to solve your customer’s investment challenges.

Whether you’re looking to run an upgrade programme, or need a fianance facility, we can help. Call Chris Cowell, sales director, on 07966 114 245 or email [email protected].

To view the full report, visit www.quocirca.com and search for “BNP Paribas”

www.printitreseller.co.uk Print.IT Reseller 17

Advert Apr 2013.indd 1 15/04/2013 14:18:34 scanners

NAPPS UPDATE Treating customers ethically – Scanners: a case study for success Awash with paper By Aaron Warham, Independent market research by industry analyst Redshift Research Director, NAPPS on behalf of Eclipse Group shows that there is still growth potential in the scanner market. NAPPS’ mission has always been to create a group of document The survey, which sampled the views HMRC has approved the use of scanning solution suppliers that the UK consumer can of 200 financial decision makers, found solutions there should be no major issue trust. A group of likeminded suppliers who that despite the fact that 88% of with auditors. There are instances where share our values of outstanding customer respondents consider removing paper to organisations or auditors may prefer to retain support and ethical business practice. be important, almost half of all sales and the original documents but these can be In this column I want to share a case study of how purchase invoices are still paper-based scanned and the originals stored securely off- a group of members of the NAPPS community has and just one third of documents within site. Not only can scanned images be printed stuck to these principles and won. the finance department are scanned. at any time if required, but the real-time search The start of the story is fairly typical. A charitable The vast majority of respondents recognise facility transforms the audit process, reducing organisation found themselves in a situation with a the benefits an Electronic Document time and costs for the business. supplier which was neither expected nor ‘mentioned’ Management System (EDMS) could deliver, Gary Waylett, CEO of the Eclipse Group, in any of the signed paperwork. As a result they have from cost savings to efficiency gains and says: “The majority of organisations are already become embroiled in a lengthy and very costly legal reducing storage. Yet despite this, 51% of scanning some documents as they arrive in dispute, with seemingly no positive outcome for the respondents have no plans to invest in EDMS. the building, so why not extend the model and charity – or so they thought. Over a third of respondents (34%) cite take a strategic approach? Due to the Association’s growing presence in fear of data loss as a barrier to adoption; yet “It is time to stop this half-hearted, the UK market we were contacted by the legal team as long as correct back-up procedures are in somewhat haphazard approach to document representing the charity, who were looking for advice place, Eclipse Group believes the process of scanning. From a possible 90% reduction on the best way to deal with their predicament. From scanning and storing documents is actually in invoice processing time to meeting new the conversation between the Association’s legal far more secure than traditional paper-based payment regulation, effective management of advisors and those of the charity, it became clear processes. electronic documentation is the key to realising that we could offer no additional advice to what they A third (33%) of respondents believe the goal of finance automation.” had already tried and achieved. However, the charity that auditors require paper documents. Yet www.eclgrp.com needed to move forward which is where our members according to Eclipse Group, on the basis that stepped in. First, the charity’s legal team searched and “The process of scanning and storing documents is actually far found the nearest approved suppliers via the NAPPS more secure than traditional paper-based processes” website. Next, they undertook a detailed evaluation of what each individual NAPPS Member could do to help the charity. Finally, after much deliberation, a new NAPPS approved supplier was chosen and the Scanners can open doors charity began their new relationship with a far more positive and secure outlook. On the back of the Eclipse Group The charity’s new perspective had been created by research, PrintIT Reseller asked two the approach and execution of the winning member, industry experts to comment on but also the behaviour of the other NAPPS approved the market and outline where the opportunity lies for dealers. suppliers involved in the tender process. As a result According to Klaus Schulz, Manager all parties involved - including the Association – are Product Marketing EMEA, PFU Imaging being referred as trustworthy organisations. Solutions, scanners can open doors for a dealer Business is often won and lost on the bottom line. if they ask the right questions such as: What However, that doesn’t mean that business practices, do you do with the documents once they customer support or treating customers with respect are digitised? In what part of your company has to suffer. All NAPPS Members undergo a strict do you use these documents? What are the accreditation process which demonstrates their ability requirements? Klaus Schultz, Manager Product to fulfil these basic values, but it is their continued “Because scanners are the interface Marketing EMEA, PFU Imaging Solutions commitment to conducting business ethically, which between the physical and the virtual worlds, helps themselves and NAPPS to grow. there is plenty of room to talk about document document scanners as a door opener is that it management systems and Enterprise Content represents the only physical touch point of the Management further down the document value digital ECM. “It presents an opportunity for the chain,” he said. user to literally comprehend the DM system. We Schulz says that the beauty of using assume that today only 10% of all companies Continued...

18 Print.IT Reseller 01732 759725 Save up to £120 on OKI A3 & A4 With up to £50 end user cashback & 3 year warranty

Ross Chapman | Micro-P/OKI Sales Specialist [email protected] | 01256 774047 Personalising Print

Print.IT Reseller scanners

...continued have implemented comprehensive volume of electronic documents that end document management solutions across users are processing. As a result there’s departments. This represents a great market huge interest for solutions to improve the potential.” processing of scanned documents which Fujitsu’s Imaging Channel Program saves time and increases productivity. enables reseller partners to access the latest marketing materials and tools around Revenue generator Fujitsu scanners. And for Authorised and “Ultimately, compact and portable scanners Premium Imaging Resellers there will also add to our channel partners’ range of be the capability to co-brand selected mobile and cloud-connected document marketing collateral with their company capturing solutions, creating a strong, information. compelling and diverse product. The “We engage in many demand market landscape has seen a number of generation activities and these technology-driven changes over the last opportunities are distributed to the few decades and there is an increasing appropriate reseller partners within the need to offer value-added services to find Wi-Fi enabled Imaging Channel Program. Additionally, and maintain loyal customers – increasingly there will also be access to exclusive this includes cloud services. scanners allow incentives and promotions and at the “For partners looking to become organisations highest tier level, the ability to earn a trusted business advisors, this represents to easily rebate on scanner purchases.” Resellers can an opportunity to open up new sales register at www.imaging-channel-program. channels and play an advisory role in digitise com customer development. Only by accepting documents in this challenge can companies increase their the office... Worth paying attention sales and enhance their ability to cross-sell “Mobile scanning is certainly a trend that value adding services.” dealers should be paying attention to,” In terms of supporting channel says Matthew Searle, Director, Canon partners, Canon has a dedicated Partner Partner Channel, Canon UK and Ireland. “In Programme to help dealers consult and sell Matthew Searle, Director, recent years, the way we work has become to their customers. This includes education Canon Partner Channel more flexible and mobile. Supporting this about new products and how they can increasingly mobile workforce through be integrated into the dealer’s existing services and solutions represents a huge portfolio. revenue opportunity for dealers.” “Building strong relationships with our Canon’s recent Office Insights report partners based on trust and confidence are revealed that more than half of European a key success factor for us,” says Searle. workers surveyed scan more than they did “We recently hosted The Canon Premier three years ago. “We recognise that there Professional Scanner Partner Conference has been a clear shift in the way people in Lisbon, which was attended by leading work and the methods by which documents resellers from 21 countries across are processed because of the increasing EMEA region. Events like this give us an use of mobile devices and the cloud,” says opportunity to come together and discuss Searle. the most recent trends in the scanning Wi-Fi enabled scanners allow market, listen to our Partners’ needs, organisations to easily digitise documents as well as showcase Canon’s in the office or on the go and route them latest innovations.” to the cloud, mobile devices or other www.canon.co.uk business workflows where they can be further processed. One example of this is Canon CaptureOnTouch Mobile, a free application that lets users scan directly to iPhone, iPad and iPod touch devices via a Wi-Fi network. “This means customers can connect remote branches and workers to the central system network and allow them to make information easily accessible and shareable. As tablets continue to infiltrate the workplace and users move to creating and editing documents on tablets as well as on laptop and desktop computers, this functionality will become more and more important.” Searle says that scanning is now becoming the principal driver of document workflow. “We’re seeing a sharp rise in the

20 Print.IT Reseller 01732 759725

solutions

Toshiba in the round

The highlight of the Toshiba TEC T360 showcase was undoubtedly the explored the concept of erasable paper but none has gone as far as Toshiba and company’s new erasable copier but there was much else to admire. brought a complete system to market. James Goulding reports It will be interesting to see what MFP buyers make of the product: it is certain to generate a lot of interest for Toshiba Like other MFP manufacturers, on-going work with co2balance. dealers – when Toshiba took a prototype Toshiba is addressing declining Since launching its Carbon Zero to News International, Rupert Murdoch got hardware sales by positioning itself scheme in 2009, Toshiba has continued wind of its arrival and came down to have as a single source supplier capable of to reduce the environmental impact of its a look – but will the paper-savings on offer providing fully integrated solutions activities, most recently achieving PAS2060 trump concerns about compliance, data for major vertical industries, such Carbon Neutrality status for its entire UK security and a higher cost per page? as Hospitality, Retail, Transport/ operation. At Toshiba TEC T360 it was Whatever happens, it is a great Logistics, Education, Legal and inviting dealers to do the same (see page 5 advertisement for Toshiba innovation and a Healthcare. for more details). valuable calling card for resellers. In April, to mark the convergence of Other printers and MFPs singled out its retail and printing businesses, Toshiba Innovation as examples of Toshiba innovation may held an event at Mercedes Benz World, Toshiba TEC T360 opened with an not generate quite as much interest, Weybridge to promote the solutions it Innovation showcase highlighting the but the their benefits may be easier to already offers and to highlight product company’s latest products. sell. Highlights include the e-STUDIO innovations in printing and other The ace up its sleeve was the new 2505, which has a paper bypass tray for technology areas, notably digital signage. e-STUDIO 306LP erasable copier, due to be occasional A3 printing and the smallest As well as promoting its own products, launched in June. This bona fide example footprint of any A3-capable toner device; Toshiba TEC T360 gave Toshiba an of innovation looks and operates just like and the e-STUDIO 5055, which consumes opportunity to highlight relationships it a normal 30 pages per minute MFP, except 60% less power than its predecessor has with third parties. These range from for its use of a special blue toner that can thanks to the use of LED technology. software providers like PaperCut, to its be erased through a combination of heat sponsorship of the Commonwealth Games and pressure in an accompanying eraser in Glasgow 2014, for which it is providing unit. The e-STUDIO RD30 can be shared a 200 MFP managed print service, and its by several MFPs to keep implementation costs down and can also scan and make a digital record of documents before erasing them. Toshiba says a sheet of paper can be erased as many as 15 times, but because a waxy ghost of the original print remains it recommends people re-use each sheet a maximum of 5 times. For the same reason, the e-copier is not suitable for confidential documents. What it is good for, says Toshiba, is the 80% of internal print and copy jobs Integrated Solutions that are binned within half an hour of The ace up Alongside its MFPs, Toshiba was showing being produced. Instead of throwing the its sleeve a number of complementary technologies, paper away, the e-copier lets you re-use it, primarily displays and digital signage. A new saving money on paper and reducing the was the new product area for Toshiba, digital signage environmental impact of printing: 50% of e-STUDIO is likely to become more important as the carbon emissions associated with the print 206LP company works with partners and software cycle come from paper. providers to develop fully integrated A potential weakness of the e-STUDIO erasable solutions. Examples on show included: 306LP is that notes must be written with copier.... n the Toshiba TEC e-Bridge PODApl: an erasable Pilot Frixion pen. Use any other This print on demand (POD) application pen or pencil and the eraser unit won’t combines a large format display, a printer be able to remove the marks and will and the ability to push material from a automatically send the paper to the locked central server to remote locations. Retailers recycling tray rather than for re-use. could use it in-store to allow staff and/or Other MFP manufacturers have customers to search for and print banners, signage, recipes, vouchers, coupons, special offers etc.;

22 Print.IT Reseller 01732 759725 solutions

n the Toshiba TEC Object Recognition Vertical industries Scanner: Another solution with applications Products in the Innovations showcase, in retail, this scanner automatically some of which are still in development, recognises the shape and colour of objects gave visitors a glimpse of the (near) future. held up to it, e.g. a red apple, and presents Yet, their capabilities are not far removed check-out staff with a shortlist of choices to from solutions that Toshiba already pick from; Touch offers customers in key vertical industries n the Toshiba TEC Contents Station: This to Cook highlighted in a separate part of the collaboration with provides a quick software exhibition. and easy way to buy and download movies Using a variety of real-life scenarios, and books in airports and railway stations. prints out Toshiba demonstrated how a combination The self-service kiosk uses Toshiba Transfer recipies, of hardware and software enables resellers Jet technology to transfer data to a Transfer cooking to tackle key print-related challenges, from Jet-enabled Android device placed in a cost accounting and mobile printing in the slot on the front of the kiosk. Files are instructions education sector, to wristband printing in transferred at speeds of 100MB per second and hospitals and barcode printing in logistics. making it ideal for last minute purchases ingredients It also underlined the potential that stand featured a touchscreen terminal before take-off; exists for dealers to increase revenue by running Touch to Cook software that n the Toshiba TEC Smarter Communication lists... selling non-print solutions to customers, prints out recipes, cooking instructions and Tabletop: Enabling more engaging such as digital signage and way-finding ingredients lists for shoppers. sales conversations with customers and solutions in hospitals or touch-screen Not that many years ago, secure print prospects, this tabletop display lets one room-booking terminals in hotels, offices release and driverless, wireless printing or more users interact with multimedia and gyms. from mobile devices would have seemed content. Information can be moved around Self-service is a key benefit of touch- remote and exotic, not to mention the use the display surface or, with a quick swipe, screen devices and on the Healthcare stand of fingerprint scanners for authentication. sent to a tablet or wall-mounted display or this was taken to its logical conclusion Now they are commonplace and used even to a printer for printing. It is just as with a Toshiba all-in-one PC running everywhere from the classroom to the easy to make notes on a tablet and send Carers software that enables GP patients boardroom. How long before solutions them back to the surface screen for others to obtain a diagnosis and prescription by based on Toshiba displays achieve the to see. answering a series of questions. The retail same degree of acceptance?

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For more information call 01484 726206, email [email protected] or visit www.printauditeurope.com www.utax.co.uk @printaudeu printauditeurope PrintIt ad May 2013 3.pdf 1 5/22/2013 11:31:45 AM business inkjets Potential for inkjet printing

For many years, the prevailing will represent 56% of all devices by 2016, sentiment was that laser devices compared to 44% for laser. are most appropriate for workgroup While InfoTrends sees a bright future for office use and inkjet technology business inkjet in the office environment, best for home and small business they say that this is largely dependent on InfoTrends estimates environments. vendors identifying and addressing the most However, in a recent study entitled important market needs. To fully capitalise that approximately Is Inkjet Printing Technology Ready to on the expected growth of the business Transform the Office Printing Environment? inkjet market, they say that vendors will 73% of print devices InfoTrends reports that it is expecting need to ensure their product development business inkjet devices to take a greater efforts and subsequent sales and marketing in the office in 2011 share of the office printing market. execution resonate with business users The analyst house has believed for around the world. some time that there is an opportunity for Matt Marshall, were laser-based inkjet technology to play a greater role in Head of Print An opportunity office printing. It anticipates that worldwide & Imaging, Matt Marshall, Head of Print & Imaging, (globally) compared placements of business inkjet devices will Futuresource Futuresource Consulting, says that business grow from 14.7 million in 2011 to 18.9 Consulting inkjet has been bandied around for several to 27% for inkjet. million in 2016 at a compound annual years now as a positioning statement against growth rate (CAGR) of 5.2%. the de facto business printing solution that In recent years, business inkjet printers is laser. and multifunctional peripherals (MFPs) “However, it is only in the past year that have surpassed laser devices in the US as a solution truly capable of matching and the leading technology by unit shipment displacing laser in the general office has volume. And InfoTrends estimates that come to market, with both Epson and HP business inkjet launching products that can truly meet the demands of general business printing. “Business inkjet printers offer exceptional Infotrends print quality and a print speed equal to or estimates better than many competitive laser products. In the coming years I expect to see business that inkjet printers widely adopted in both SMB business and enterprise print environments – with inkjet will exponential growth forecast in both unit represent sales and pages produced in the UK and right across EMEA.” 56% of all Marshall’s view is that increasingly buyers devices by are less concerned about ‘what’s under 2016... the hood’ and instead tend to focus on performance, cost and the total solution. From a dealers’ perspective, he says the key drivers for wider adoption will be a lower cost per page and the ability to integrate devices into an MPS offering. “MPS inclusion will inevitably grow over time, with HP expected to incorporate its recently launched Officejet Pro X model (and subsequent launches) into its SMB MPS offering sooner rather than later.

Continued...

www.printitreseller.co.uk Print.IT Reseller 25 business inkjets

...continued “Business inkjet has finally arrived tests, which compared a number of laser and in my view it’s now a very compelling printers with the Workforce Pro for printing proposition.” 10,000 colour pages, the most expensive model cost £2,315, while the cheapest Technology of choice comparable model came out at £983 - Steve Torbe, Epson’s Head of Reseller against the Epson inkjet printer at £432.” Sales, says that there’s been a big shift in With end-users typically buying into MPS perception around inkjet technology in the as a solution to both automate business office space. “In the fine art and photography processes and achieve cost savings, what sectors for example, it’s long been the inkjet offers is an alternative, especially technology of choice. within environments where centralised “Eighteen months ago we launched the printing isn’t de rigeur. Torbe says that it Epson Workforce Pro range which utilises the opens up a new opportunity for dealers to same professional micro piezo technology as enter into conversations with customers, Thanks to the lower upfront costs and all inkjet devices. What we did was re-design to talk about something other than MPS. increased cartridge capacity with XL ink this technology and the print heads to build a “Inkjet offers a low cost of entry and cartridges, certain HP inkjet models, in range geared for use in the office market. Up delivers significant cost savings, coupled common with Epson devices, claim to deliver until that point, there wasn’t a true business with better quality and fast speeds. professional colour printing at 50% lower inkjet device on offer and we’ve witnessed “There are lots of laser printers sold into cost per page than similar laser products. On a 300% increase in sales since launch – a offices where typical print runs are short top of this, the HP Officejet Pro X Series has trend we expect to continue.” and where in reality, inkjet is the better earned a Guinness World Records title as The benefits of inkjet printers are well option. What the WorkForce Pro range the world’s fastest desktop printer. documented: they are faster than comparable offers is a strongly disruptive technology “HP’s extensive product portfolio lets laser printers and the FCOT is massively and it provides a great opportunity for savvy dealers meet customers’ needs with fewer quicker – with no time needed for the laser channel partners to win new business from vendor partners, simplifying purchasing, to warm-up; and they use much less energy their competitors who have previously sold administration, program management – a typical laser printer consumes 500-600W laser into the customer. Steve Torbe, Head and lowering overall business costs,” says whereas inkjet uses 20W. “Enlightened resellers with a strong of Reseller Sales, Dafydd Hollis, HP UK & I Officejet Brand In tests where Epson drew comparisons customer relationship will look to act as Epson Manager. against the top 10 A4 Colour Laser Printers a ‘trusted advisor’ to their customers. If “The Officejet range of printers enables & MFPs sold in France, Germany, Italy, Spain, the customer is introduced to significant dealers to take an inkjet printer to the & UK in Q1 2011 tracked by IDC, Epson’s efficiency savings via a reseller, positive market which offers value for money for WorkForce Pro was found to offer a 50% word of mouth and repeat business will be SMBs and demonstrates that they are lower cost per page and 80% lower power of great value to the reseller. Any channel Inkjet offers listening to the needs of their customers. consumption. partner currently selling laser products a low cost SMBs want printing solutions that are faster, Torbe says that in real life situations, the without demonstrating the possibilities of more efficient and cheaper than what they actual cost savings can be as much as 65%. business inkjet is at risk of other resellers of entry are using at the moment and inkjet offers “It all depends on what is being printed. In engaging with and converting the customer and delivers these benefits. instead.” significant “Channel partners are at a risk of falling

cost behind if they do not realise the benefits HP Officejet series of offering their customers what they want HP says its new inkjet printers such as the savings... and will be able to build on long-term HP Officejet Pro and Officejet Pro X range relationships by providing the best value for are faster, more efficient and cheaper to run money for their customers.” than most Laserjet printers. As a general www.infotrends.com, rule, HP recommends inkjet as the best www.futuresource-consulting.com, option for up to 15 users within the office www.hp.com, setting, whereas laser is ideally suited for 15 www.epson.co.uk users or more.

Funai acquires Lexmark’s inkjet-related technology and assets Electric Co., Ltd has signed an agreement to acquire introducing Funai’s own inkjet printers and supplies into the Lexmark International Inc.’s inkjet-related technology and market. With the inkjet patents, state-of-the-art manufacturing assets for approximately $100 million (approximately JPY facilities and comprehensive R&D capabilities, it will be able to 9.5 billion). accelerate the expansion of its inkjet business. Upon closing of the transaction, Funai will acquire the For Lexmark customers and distributors, there will not be a capabilities to develop, manufacture and sell inkjet hardware disruption of service or support as they continue to work directly as well as inkjet supplies. As an OEM manufacturer, Funai has with Lexmark. Funai will become a manufacturer of Lexmark’s manufactured inkjet hardware for Lexmark since 1997 and the aftermarket inkjet supplies. Lexmark will continue to support companies have established a strong relationship over that time. its installed base of customers in the sale of aftermarket inkjet The acquisition will enable Funai to launch new inkjet supplies and will continue to provide customer technical and hardware and supplies under its own brands. Funai has established warranty support. a strategy to develop and grow its inkjet printer business by www.funaiworld.com

26 Print.IT Reseller 01732 759725 advertorial

Award Winning MPS

KYOCERA is a long-standing expert in Managed Print Services (MPS) and the company’s unique philosophy has been recognised by industry analysts Gartner, The Green IT Awards and The Managed Print Services Association (MPSA) which presented the company with its Leadership Award for best practice.

We have been working with our partners in the UK for 25 years and have extensive in-house experience to offer our channel partners – from SIs to dealers and resellers. As a 100% indirect company KYOCERA ensures that each partner is given the advice and support to provide KYOCERA’s expert consultants look best practice in MPS, assist their dialogue at the whole process of document with end users and deliver real results for management and utilisation within their customers. an organisation, not just the KYOCERA’s qualified service engineers print outcomes. KYOCERA’s entire are available nationwide to support our professional services pre- and partners. We offer additional support post-sales teams work nationwide to our partners with training from and are IT Infrastructure Library KYOAcademy and our dedicated partner (ITIL) qualified to assess the flow of portal KYOConnect. information within an organisation Elaine Hewitt, who leads the IT – how it enters, circulates and is Channel team at KYOCERA said: “We’ve accessed as and when required. Our flexible approach adapts to dynamic client needs and the KYOCERA methodology includes: • 360 degree consultation throughout an organisation and its suppliers • Full audit of technologies • Document process optimisation to streamline document workflows • Change Management ensuring senior level engagement always responded to our customers in • Bespoke Programmes – to ensure the IT channel and are aware of what internal communications drive they need to be successful with MPS. adoption and maintain on-going MPS is a different sell for many channel commitment organisations so we work closely with them and walk them through the whole process with our dedicated resources, doing as much or as little as they require. We help them to craft and hone their skills and support them in sourcing and retaining MPS customers. Our partners know we’re 100% indirect so there is never any conflict and we work to support them on a number of public sector frameworks.”

To find out more please call 08457 103104 or email [email protected]

www.printitreseller.co.uk Print.IT Reseller 27 mps Managed Print Services

automating processes and removing hard People are the differentiator copy,” he says. One of the key benefits is that it provides improved document access and Xerox’s expertise in MPS is well collaboration alongside the traditional print, documented, with reports from copy, scan and fax functions.” Gartner, IDC, Forrester and Quocirca Whilst a strategy of encouraging placing them in the top tier of customers to stop printing might appear an Managed Print Services (MPS) vendors odd for a printer reseller and one that worldwide. Its channel managed print could be perceived as high risk, Spence says service offering, Xerox Partner Print that the key issues around customer retention Services (XPPS) – a comprehensive rest with looking at the ‘stickiness’ of your set of tools, services and support that current offering, the cost of entry and how enables partners to provide customers with a better way of managing office you can increase revenue. print costs and infrastructure – is positioned to help dealers adopt a Money outside of print services-led approach, without “If the business model rests on the number significant investment, thus limiting of boxes sold, number of prints made and the risk. service income, then it’s fundamentally flawed. Print volumes will continue to go down – all the more reason why resellers Darren Spence, Director, Bytes have to change mindset. “Our approach means that we become entrenched in customers’ business processes it easy for them to deliver MPS solutions which makes it harder for them to exit.” that meet their customers’ individual Spence maintains that entering this requirements.” Offering MPS ‘new world’ isn’t as scary as it first appears. Gaiser says that offering MPS doesn’t doesn’t mean “It’s not that difficult especially if you mean that resellers have to become a recognise the areas you want to focus that resellers services delivery organisation. “This is an on: processes such as billing, accounts have to become opportunity without that investment. Our receivable and accounts payable are core to scope, skill and critical mass are available so a services all organisations, regardless of size or sector the dealer doesn’t have to invest in resources delivery – you just need to deliver the technology for such as a helpdesk for example: they can organisation automation. utilise our infrastructure and just resell.” “Rather than rely on post-sale revenue All partners have access to the coming from service and consumables, it programme and Gaiser says that 75% of comes from consultation and after-sales its concessionaries are on board, offering support – you might start with one process Paul Gaiser, General Manager XPPS advanced levels of MPS. “We also offer European Channels Group, Xerox Europe but the opportunity to transform more multi-brand support for partners to manage remains; you wrap around a helpdesk service multi-vendor fleets; this is the fastest growing and there’s another revenue stream,” he says. According to Paul Gaiser, General Manager area.” XPPS European Channels Group, Xerox All of this begs the question how much investment is required? And it’s again here Europe, at a high level all competitors Print suppression position their MPS offerings in a similar Darren Spence, Director of Xerox way, but the real difference is in the actual concessionaire Bytes, says that the classic knowledge and experience of the people. break/fix model adopted almost two decades “Through XPPS we’re building on our large ago by many resellers offers low margins and direct experience and making it available to fierce competition. As a Xerox partner we can our partners, providing access to our global offer a multi-layer approach, building in other supply chain and delivery centres. Through elements from basic device management, training and special events we’re helping to introducing software to support print them leverage this experience and making management, through to what we call ‘print suppression’ whereby we use technology to take print out of core business processes. According to Spence, Xerox’s new ConnectKey platform links the old with the new. “It opens up a new dialogue with customers whereby we talk about workflow, Rob Brown, Business Manager MPS, OKI

28 Print.IT Reseller 01732 759725 mps

that the support offering by Xerox removes that requirement. “We can tap into Xerox’s global infrastructure and expertise – for a In brief... small fee,” says Spence. In order to promote a change of mindset Moore joins Balreed from box shifter to service provider, Spence Balreed has appointed Mark Moore as Head says that Bytes has changed its commission of Strategic Accounts to satisfy increasing plans. “We pay on service agreements as demand for its Managed Print Services from opposed to hardware sales, that’s a surefire larger organisations. Moore was previously way to make sure your team understand the Sales Director at Danwood, where he played a value of MPS.” major role growing the corporate and strategic accounts client base. Guaranteed revenue streams www.balreed.com OKI Print Optimizer MPS solutions also encompass basic print services all the way MPS Accreditation scheme up to more complex managed print services. Canon has announced an extension to its pan-European Partner Programme “Our MPS programme is entirely flexible to with the launch of a new Managed Print Services Accreditation scheme. meet the needs of the customer,” says Rob Building on Canon’s Partner Programme, launched in early 2011, the new MPS Brown Business Manager – MPS. Accreditation scheme has been developed to help identify and develop Canon’s leading partners and demonstrate the high standards those partners are achieving in “Dealers selling MPS get guaranteed Managed Print Service delivery, technology and customer care. revenue streams, tied in for the duration of Accreditation is assessed through a rigorous audit process managed the contract. It protects their customer base independently by Photizo and accreditation status lasts for 12 months. and secures incremental revenue,” says The scheme allows partners to take advantage of Canon’s experience in the Brown. field of MPS and provides appropriate training and support to ensure they have A basic service includes three, four or five A strategy of the skills required to attain accreditation. This includes the development of a joint years’ service contract – helpdesk; onsite encouraging business plan to agree shared targets for the year, access to Canon’s PartnerNet engineers on a next business day SLA; all customers to communications portal for marketing and sales support, as well as eligibility for the parts and consumables delivered direct to stop printing Canon Premier Partner Club, which rewards top performing partners with exclusive site on a next business day basis – wrapped access to Canon Europe’s management team. in a fixed cost per page/predictable and might www.canon.co.uk manageable monthly fee. appear an “From there we can then bespoke odd tack Cutting the cost everything,” says Brown. “SLAs may include for a printer With Epson’s new professional printing service package, Print and Save, seven day a week services, four-hour reseller... businesses can make significant savings when compared to supplies and response times, automated IT consumables service bought separately. Available for Epson inkjet, laser and large format fulfilment, monthly and quarterly service printers, this three-year contract helps keep printing budgets under control. and effectiveness evaluation reporting for For a fixed monthly fee, Print and Save includes a resource of pre-determined example.” printing supplies for the duration of the contract, access to a dedicated web portal to Brown says that the OKI MPS Partnership request supplies with free shipping and full on-site warranty for three years. programme is very popular with its Epson says that using this service helps prevent overstocking, ensuring that dealers: “We don’t sell direct and so aren’t businesses do not pay for unused supplies. It also offers peace of mind and prevents competing against partners. However, any unexpected costs such as service charges and repairs, as these are included. In whilst we don’t sell direct we do provide all addition, businesses can choose to purchase new printer hardware alongside Epson services required to sell and support an MPS Print and Save, spread hardware costs with monthly rental payments or add this solution, from comprehensive onsite print service to current Epson printer fleets. audits to understand in detail the customer www.epson.co.uk requirements, through to bespoke client Xact Document Solutions expands proposal documents, installation services, contract management services and all other Nottinghamshire-based Xerox concessionaire and accredited managed required services such as consumables print service provider, XACT Document Solutions Ltd, has opened its first delivery and MI reporting.” Southern sales office in Romford, Essex as a base to continue its rapid growth in London and the surrounding area. Whilst OKI doesn’t sell direct, it does XACT provides Xerox solutions into retail, hospitality, manufacturing, printing service directly. This means the dealer does and professional service businesses across the U.K. not have to take on or develop their own Toni Gibiino, Commercial & Marketing Director of XACT, said: “Working closely expertise or resource to become an MPS with Xerox has really helped us drive our Complete Managed Print Service and we solutions provider, they simply draw on OKI’s look forward to bringing this offering to even more customers from our new base. experience, expertise and resources to deliver The range of document management solutions we now offer really adds value to basic or full blown MPS contracts, across all organisations looking to take control of their budgets and reduce operating costs.” sectors, from SMB to enterprise and retail to Just recently, XACT facilitated one of Europe’s largest installations of Xerox public sector. ColorQube devices into major sports retailer Sports Direct Ltd. “A tailored approach www.xerox.com, www.bytes.co.uk, to client strategic objectives has been a significant reason for our success over the www.oki.co.uk last 20 years,” said Gibiino. www.xact.uk.net

www.printitreseller.co.uk Print.IT Reseller 29 direct sales

Opportunity or threat?

TA Triumph-Adler (UK) managing director Shaun Wilkinson tells one instance where we were approached by PrintIT Reseller why UTAX dealers should welcome not fear the a customer and found that a UTAX dealer was the incumbent supplier: we are now direct sales operation supporting that dealer in the tender.”

Resellers who visited BETT 2013 at Supporting UTAX dealers ExCel, London may have done a double Wilkinson contends that far from being a take as they passed stand B338, not so threat, the direct operation could actually much for the demonstration of origami help dealers win business by giving them on display but out of recognition of access to TA’s expertise in software, managed a famous office equipment brand print services, maintenance and support. enjoying a renaissance in the UK. “I think it’s important to have both direct Triumph-Adler was created from the and indirect operations, as there are a lot merger of Triumph and Adler in 1957, but of interchangeable skills between the two. its genesis stretches back to the end of the Because we have TA, we have been able to nineteenth century when the two founding set up a direct servicing functionality that companies started manufacturing bicycles can also support a dealer’s business. We and . They later diversified into have 2,000 under contract through motorcycles and cars, but remain most our dealers because we can offer better famous for typewriters sold under the Adler, service at a better price than they are able to Imperial, Royal and Triumph brands. No threat: customers, more than 200,000 devices under do themselves,” he said. Since 1957, TA Triumph-Adler (it acquired The Triumph-Adler management and a turnover of 400 million He added that TA could compete for the TA pre-fix in 1984) has been owned by team assemble euros. large deals that a dealer might not have a variety of companies including Grundig, their new the financial muscle to deliver and bring in US office equipment giant Litton Group, economy range. Direct sales operation a dealer for fulfilment and servicing; or do Volkswagen, Olivetti and most recently One year ago, it set up a direct sales division things the other way round and provide an Kyocera, which became the majority in the UK to run alongside UTAX (UK) Ltd, MPS on a dealer’s behalf. shareholder at the end of 2008 and the which has maintained a UK presence since “We invested a lot of money two years outright owner in October 2010. 1989 and sells exclusively through resellers. ago as part of the TA start-up in software Following the decline of its TA Triumph-Adler (UK) managing director products so we can remotely manage business in the late 1980s and an Shaun Wilkinson told PrintIT Reseller that fleets. Every device is remotely managed unsuccessful attempt to become a having a direct sales operation would enable and monitored and toner gets delivered manufacturer of notebooks under Olivetti’s TA to compete for more contracts and give automatically,” Wilkinson said. stewardship in the early ‘90s, TA Triumph- parent company Kyocera another route to Whether dealers do it themselves Adler was effectively run as a distributor market in the UK, alongside the Kyocera or make use of TA Triumph-Adler’s of office equipment and then as a holding and UTAX dealer networks and an OEM infrastructure, JIT toner delivery is a great company with interests in a number of arrangement with Olivetti. money saver as it ensures that a supplier’s industries, including the sale and servicing of “Kyocera Corporation in Japan sells its cash is not tied up in consumables that copier and fax systems. machines to Kyocera Europe, Kyocera Asia, disappear or sit unused on customers’ In 1999, one year after the production Kyocera America and TA Triumph-Adler. premises. According to Wilkinson, this can of its last typewriter, TA Triumph-Adler They view TA as important to their business cost large dealerships hundreds of thousands opened a new chapter in its history with because they want two bites at every cherry. and even millions of pounds. the purchase of printer and copier supplier We talk a lot with Kyocera, but ultimately we Over and above that, TA’s MPS UTAX and its reinvention as a document Shaun Wilkinson: are competitors,” he said, infrastructure and software will enable UTAX solutions specialist. TA Triumph-Adler is now “It makes no But is TA Triumph-Adler (UK) also dealers to find new sources of revenue. the largest document solutions provider in sense to compete competing with the UTAX dealer network? “We started pushing MPS five years ago Europe. In Germany alone it has 35,000 against a dealer” On this question, Wilkinson is adamant that and some dealers really got into it. They are there is no conflict of interest. bigger and making more profit because they “Four or five years ago TA expanded into are capturing more clicks. They also have Austria and Switzerland and it was always document management products they can something we wanted to do in the UK. The sell and the service revenue that comes from aim was to have it under the control of UTAX supplying those contracts,” Wilkinson said. in the UK, rather than as a separate business, Momentum is building for TA Triumph- so we would have control and a clear no- Adler in the UK – Wilkinson expects it to competition agreement with the channel,” break even this year and move into profit he said. in 2013/14 – but for the time being it will “It makes no sense to compete against continue to play second fiddle to UTAX. a dealer. There are 220,000 units projected “In the UK & Ireland, dealers still account to go into the market next year, so there is a for 90% of our business and we want to see lot of scope to win business without going that grow. Beyond that, TA has a big future,” against our dealers. We have already had Wilkinson said.

30 Print.IT Reseller 01732 759725 DMC-PRINTIT-MAY13.pdf 1 22/05/2013 10:01

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INTRODUCING Wireless connectivity Optional wireless functionality so that THE NEW your MFP can be placed MC700 SERIES CHANGE THE WAY YOU WORK

Convenience stapler Built-in convenience stapler AFFORDABLE EFFICIENT SMART GREEN as standard, for easy post

Our devices are manufactured Having the ability to achieve Making printers affordable Print Optimizer from OKI to the highest standards of more with your printer and helping customers print puts the right devices in the quality and technology. We are means nothing if the device smarter is the overriding right places and allows you so convinced of the quality and it too big for your office. driving force behind a range to gain control and benefit reliability of our products that OKI’s tried and tested LED of new and updated products the environment at the we offer an extension of the technology means our from OKI. No matter what your same time. standard warranty to devices are compact with business, we have the perfect 3 years on all our products. modern styling that easily fit print solution for you. Internal into the smallest of offices. Automatic stapler combined with offset paper stacking and duplex printing for advanced document PRINT SMART WITH OKI With OKI, you will improve not only your print-related processes but you will benefit from real cost savings, measureable efficiency gains Flexible paper capacity and the freedom to focus on what really matters Three optional paper trays Enterprise-wide security to you: your business. or Large Capacity Feeder Secure or IC card (LCF) available (up to release solutions for 3,160 sheets), to suit your protected printing of business needs

*MB770dfn and MC780dfn only 32 Print.IT Reseller Print Smart. Print01732 OKI 759725 OKI UK @OKIUK /OKIUK Advanced features that help improve the efficiency of your business

Large colour touch screen Height adjustable touch screen interface provides customisable access to High yield cartridges a range of standard and Reduce user intervention, bespoke functions facilitated cost and impact upon the by an open platform environment

Automatic LED Duplex LED copying duplex printing and scanning Automatic duplex as Fast and accurate duplex standard, for cost effective copying and scanning, printing of double-sided through 100-sheet RADF. For documents double-sided documents

INTRODUCING Wireless connectivity Optional wireless functionality so that THE NEW your MFP can be placed MC700 SERIES CHANGE THE WAY YOU WORK

Convenience stapler Built-in convenience stapler AFFORDABLE EFFICIENT SMART GREEN as standard, for easy post

Our devices are manufactured Having the ability to achieve Making printers affordable Print Optimizer from OKI to the highest standards of more with your printer and helping customers print puts the right devices in the quality and technology. We are means nothing if the device smarter is the overriding right places and allows you so convinced of the quality and it too big for your office. driving force behind a range to gain control and benefit reliability of our products that OKI’s tried and tested LED of new and updated products the environment at the we offer an extension of the technology means our from OKI. No matter what your same time. standard warranty to devices are compact with business, we have the perfect 3 years on all our products. modern styling that easily fit print solution for you. Internal into the smallest of offices. Automatic stapler combined with offset paper stacking and duplex printing for advanced document PRINT SMART WITH OKI With OKI, you will improve not only your print-related processes but you will benefit from real cost savings, measureable efficiency gains Flexible paper capacity and the freedom to focus on what really matters Three optional paper trays Enterprise-wide security to you: your business. or Large Capacity Feeder Secure PIN or IC card (LCF) available (up to release solutions for 3,160 sheets), to suit your protected printing of business needs

*MB770dfn and MC780dfn only Print Smart. Print OKI www.printitreseller.co.uk Print.IT Reseller 33 OKI UK @OKIUK /OKIUK consumables Independent MPS Tool provider

JetAdvice is a market-leading, full featured vendor independent Fleet Management Solution.

TRY IT FOR FREE ! Scan the code, or visit this website : www.JetAdvice.com/free

JetAdvice is a full featured vendor independent Fleet Management Solution. Contact: EuroForm A/S, [email protected], Phone: +45 4466 8338 or +1 208 949 9395, Product info: www.jetadvice.com 34 Print.IT Reseller 01732 759725 consumables Independent Addressing the MPS Tool provider green bottom line JetAdvice is a market-leading, full featured vendor independent Fleet Management Solution. With the pressure on to deliver solutions that can help customers reduce their print costs yet still ensure you make a decent margin, planitgreen, DMC Business Machines’ range of remanufactured printer supplies, offers resellers the opportunity to offer a lower cost, eco-friendly alternative to TRY IT FOR FREE ! OEM consumables, with no compromise on quality or performance. With over 20-years’ experience selling planitgreen cartridges come with a two-year Scan the code, or visit this website : to the trade, DMC is geared to meet warranty. resellers’ needs. Trade customers benefit Only virgin cartridges are used in the www.JetAdvice.com/free from their buying power, consumables remanufacturing process and all working inventory in warehouses in London parts are replaced with new ones. Making a and Leeds, as well as strong links with planitgreen cartridge generates up to 2.5kg European partners, all of which enables fewer CO2 emissions than an OEM original it to provide a fast, reliable and cost that uses as much as 16 times more material effective service. by weight. The range also carries both the The planitgreen range includes premium Blue Angel and Nordic Swan certifications. remanufactured toner cartridges from brands DMC runs a free toner collection including HP, Brother, Samsung, Lexmark, and recycling programme that includes and Epson; as well as compatibles planitgreen supplies as well as original as well as the 2014 London Marathon, in a for Xerox solid ink printers and MFPs. The toners. In addition to supplying planitgreen bid to further top up the charity’s coffers. headline benefits: they cost around 30% less branded recycling boxes for resellers to use And support is led from the top – as than OEM supplies and the yield in many at their own premises, it can also provide PrintIT Reseller went to press, Director cases is around 20% greater. collections boxes for end-users with more Damian Kelly was almost at the end of a than ten printers onsite. monumental 77.5 km trek across Peru. Over Quality guaranteed nine days, Damian travelled (on foot) from Manufactured in the EU in ISO14001 and CSR benefit Choquequirao to Machu Picchu to raise over EMAS II factories, strict manufacturing planitgreen also has a compelling CSR £1,000 on behalf of the charity. processes result in a failure rate of less message. DMC supports the Starlight www.planitgreentoner.co.uk than 1.5% ensuring customer satisfaction. Children’s Foundation, a charity that helps These remanufactured supplies promise to seriously and terminally ill children. For every deliver outstanding performance and print planitgreen toner purchased, DMC donates quality and as an extra layer of assurance, 25 pence to the charity. Since launch in January last year, DMC has donated almost £10,000 raised through The planitgreen product sales and by the staff themselves, advantage many of whom have given up their free time to take part in sponsored events including • Competitive prices the Windsor half marathon last October • Great quality which raised £1,205. DMC employees have also pledged to take part in the • Next-day delivery Bournemouth half marathon later this year • Environmentally-friendly • Two-year warranty • Immediate replacements repair and credits • Higher yields • Cross machine capability • Recycling and collection programme • Certified and accredited • Charity association

JetAdvice is a full featured vendor independent Fleet Management Solution. Contact: EuroForm A/S, [email protected], Phone: +45 4466 8338 or +1 208 949 9395, Product info: www.jetadvice.com www.printitreseller.co.uk Print.IT Reseller 35 small title Print it! with OKI & Northamber £ £ ££ £ £ £ ££ OKi C822N £ £ Compact and a ordable A3 printer

No bigger than most A4 devices. Perfect for the ORDER: OKC822N micro or small businesses. Bene t from extensive media  exibility - A6 to A3. High quality output to print your day-to-day business documents. • 23ppm • Network ready • A3/A4 print capable • Free printer cable CASHBACK For your customer £679.00 £75 trade ex VAT Also consider these a ordable o ce solutions from OKI & Northamber

OKi C321DN OKi MC342DNW Colour Colour OKi MC342DNW 4-in-1 Everything a small business Duplex Wireless network-ready A4 colour MFP needs from a colour printer, 20ppm multifunction printer for the micro 20ppm without the price tag business or home o ce • 20ppm Colour • 20ppm Colour • 22ppm mono • 22ppm mono • 350 sheet ORDER: OKC321DN • 350 sheet ORDER: OKMC342DNW • Auto duplex • Auto duplex • networked • networked £164.90 £310.40 trade ex VAT trade ex VAT

VAR Totalmarketing™ Totallogistics™ Totaltraining™ Total n a n c e ™ Totalc o n g ™ northamber t: 020 8296 7066 w: northamber.com Total Distribution™ ©Northamber 2013 E and O.E. Prices appear as trade and exclude VAT & delivery. 22 Print.IT Reseller 01732 759725

Ad_Oki_PrintIT_169681.indd 1 11/04/2013 10:06:22