01732 759725 INSIGHT 34 In an exclusive video series with Epson, Michelle Ryder explored how resellers are utilising decades of industry expertise to optimise the new balanced deployment of print, along with some of the key challenges facing both dealers and vendors, including the increasing accountability businesses are taking the environment Read on for an excerpt of the conversations with XBM, Carbon, and Dectek larger fleets 25-30 machines. In terms of future growth, we know that we’re not going to hit our target simply by pedalling faster, you have to have bigger customers, more machines in the field, larger profits, and more opportunities to make more profits. “So having the ability to go into a customer that historically would have bought 100 A3 devices due to the fact that they have the volume requirements, being able to say we can actually save you money by deploying 50 A3 and 50 A4 MFPs because the A4s can handle the same capacity as an A3. I think that’s massive and will add benefit to what we’re going to do as a business to help us grow. Not only that, but you’ve also got the Epson message around sustainability, which is the product we lead with.” Balanced deployment He continued: “Balanced deployment is not a new thing. It’s been around for years. I think balanced deployment on its own, won’t be a massive thing for us, but balanced deployment with Epson, will be, and the reason for that is because of the sustainability reports. “We can go into a business and talk about print volumes, how many machines they have, how often they change toner, and how long does that take? Then what’s the hourly wage of the person doing that? Then we can input all of that information into a sustainability calculator, it takes five minutes, and produces a certified report. It even produces a certificate at the end that shows energy and carbon savings. This all adds to the benefit of balanced deployment because not only can you show them savings from a sustainability point of view, but we can also show it hopefully in the price overall, because the price of an A4 unit will be lower than an A3, but it has the exact same capability.” Richard Taylor, Managing Director, XBM Richard Taylor, Managing Director, XBM said that the impact of the enormous shift in printing habits over the past few years as a result of hybrid working, has been less dramatic on XBM’s business. “We turnover around £7m, but the majority of our customer base is small businesses, and they had to go to work, as that was their only source of income. So, the work from home trend hasn’t really impacted them, in fact print volumes are back to where they were pre-COVID and indeed still growing.” Commenting on the launch of Epson’s new AM-C400 and AM-C550 A4 MFPs, Taylor said: “We’re targeting to grow the business to £30m over the next eight years. As I said earlier, we serve a lot of owner-operator businesses, we typically install anything from one to ten devices, although we do have some Hot topics in the channel continued... To watch the full video please scan the QR code Richard Taylor, XBM In terms of future growth, we know that we’re not going to hit our target simply by pedalling faster, you have to have bigger customers, more machines in the field, larger profits, and more opportunities to make more profits
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