PRINTITRESELLER.UK 47 time products as possible,” he added. “And while we might not go to the extremes we did 20 years ago, we strive to embrace that spirit as much as we can.” Millar considers it very important to get out there and build relationships, particularly after the last few years of meeting contacts virtually during and following the pandemic. “Understanding that people buy from people is still the best way of doing business. And that we’re not just selling a product, but the whole service and layer of support that comes with it. “We adapted during Covid, running virtual events and product sessions, and this will continue. But we’re striving to get more facetime with our valued partners and customers, which is key to delivering our at your side ethos.” Demand for MPS is booming Customers want everything to be connected. “Devices, solutions, workflows, you name it. There are also heightened expectations for service and for tech to be as hassle-free as possible. That’s why demand for managed print services is booming,” he explained. Millar continued: “Generally, subscription models are becoming more popular. It’s now the norm for watching TV, paying for your smartphone or even getting your food delivered. The same applies to print. IT leads are getting greater oversight of their print estate, while having supplies replenished automatically. Procuring print under contract is going through a similar phase of normalisation that selling phones under contract was at the beginning of my career.” On top of that, sustainability has crept up decision-makers’ priority lists. “Businesses need to know what happens to their consumables, and exactly how they’re recycled and remanufactured. Brother MPS provides the full breakdown of that to make reporting easier for firms, and they know that at our carbon neutral recycling facility in Ruabon, North Wales, we are doing all we can to support their sustainability efforts.” Looking to the future Looking ahead to the future Millar says that it will be interesting to see how AI changes both the print and It sector and the wider world of technology. “Just look at ChatGPT and how demand for that has skyrocketed,” he said, adding: “I know some people think that AI is scary, but there’s also so much opportunity if we embrace it. “In print for example, AI could pre-empt when something might be about to go wrong, using learnings from other devices. So, we can proactively carry out maintenance on a device so that there’s no downtime at all,” he concluded. www.brother.co.uk
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