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A channel guide to selling printers - Part 4

For a market long predicted to be doomed, printing is looking remarkably good – albeit it’s a considerably different market place now.

Heather Wright takes a look at the new(er) face of printing in a four-part feature.

MPS me?

A few years ago, the battle was between traditional printers, multi-function devices and copiers. Then along came managed print services.

Looi says New Zealand is a ‘mature’ MPS market and adoption rates have remained stagnant at around 30% to 40% since 2008.

“Many organisations do not see the long term return of investment and benefit,” she says. “Also, decision makers tend to shift their focus to higher priority investments such as PCs and servers. Hence, this explains the sluggish uptake of MPS in New Zealand. Similar reasons do occur in other countries such as Australia.

“However, in the longer term, IDC’s view is tha the continued focus on digitising workflows and improving the end-user computing environment combined with the perennial desire to take out cost will result in greater MPS adoption.”

Last words

Tye adds that resellers looking to capitalise on the printing market opportunities should also ensure they are involved, if possible, in contracts where there are moves by government to consolidate supply.

“Also, keep up to speed with the latest developments in e-print and innovative technologies from other vendors. And finally, they must engage suppliers in the transactions, whether commercial or consumer.

"This is the key to long term sustainability for anyone selling successfully in this space,” he says.

“Understand selling managed print, know what the latest innovations are so you can easily create a selling point of difference and preserve margin, always attach and manage supplies annuities.

"If you stick to these principles, you should be able to successfully sell across the range to a wide variety of customers.”

For part one click here, part two click here and part three click here