PRINTITRESELLER.UK 37 The machine will report to us, we can also get an alert if something is wrong, we can give them a call and ask them if there’s a problem or if they need a call out INSIGHT to do with helping the environment, helping customers work more efficiently. “It definitely gives us a competitive edge when we start talking about how much energy people can save, how much carbon they can save by reducing the energy and the footprint of printing devices – high yield ink tanks, fewer replaceable parts compared to laser – that all has an impact, as well as fewer delivery miles and courier costs for all those deliveries. “What we always try to do is to look at what our customers are doing from a CSR point of view and align our proposals with their CSR strategies. So, we can provide the solution that not only helps them work more efficiently and more sustainably, but also aligns with what they’re trying to do and achieve as a company,” he concluded. Declan Keogh, Service Director, Dectek In this interview, Declan Keogh, Service Director at Dectek, reveals that cost, sustainability and reliability are the top three things, customers are concerned about today. As a case in point, he recalls the company’s first installation of an Epson device five years ago. “I met the customer recently in a restaurant and we spoke about how we put the machine in when he was under pressure. Five years in, there’s been just two service calls. So, for him, the reliability has been brilliant. The colour is excellent too, customers have complimented us on this. “Reliability is a key selling point for us with Epson. Now we’ve seen the new products [AM-C400 and AM-C550] we know where they will sit. Some of the boxes have been too big, too cumbersome for where they need to go into, and I think the two new products will really sit in areas where we need a nice, neat fit in some offices,” he added. Talk to the customer In terms of deploying solutions, Keogh said it’s key to talk to the customer. “In some cases, you’re asking a customer who doesn't have any IT knowledge, they just have buzzwords, so you’ve got to talk to them and their IT provider if they don’t have an in house IT person and figure out what they’re trying to achieve. Whether that’s scan to cloud, or work off the cloud, or to have machines that are literally able to do everything themselves. “Now we find the Epson machines can report themselves offline, without the need for a server. A lot of customers don’t want servers in-house, mainly to reduce energy. They’re conscious about the environment, we listen to them, and we work with their IT companies to find the right solution.” He continued: “For example, last week, I met a customer who wants to scan to SharePoint, they only moved to that in the last couple of months. And now they want to scan to SharePoint, that gives us an opportunity to sell them a product that works throughout the fleet and will scan away for them all day long. We found with other customers that they can’t configure scan to email, they have no IT knowledge. Epson devices have scan to cloud built in, a feature they didn’t know about, we use it for them to enable them to scan. They love it.” Built-in software Keogh pointed out that for the last 20 years, the business has always been reactive – ‘my machine is broken, get to me now’. “But things have changed with the software built into machines, so we can remote look at machines, order ink etc. We have a lot of customers with company-owned printers in their houses. The machine will report to us, we can also get an alert if something is wrong, we can give them a call and ask them if there’s a problem or if they need a call out.” In conclusion he said: “For Dectek as a company, going forward, we’re seeing our business changing to an inkjet business completely. We stopped selling laser about a year and a half ago. We enjoy the journey that we’re on. We’re seeing our customers embrace it. We’re being very open with customers; we’re saying look at what this machine will do for you and every time we go to market with an inkjet machine, a heatfree machine, which saves 87% of the power, that can be massive in a factory, smaller in a home office, our customers love it and we’re finding it works very, very well.” Declan Keogh, Dectek To watch the full video please scan the QR code
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