PRINTITRESELLER.UK 39 a like for like replacement. We dig deeper into what they actually do with their documents, to understand why they’ve got that document, where it came from, what they need to do with the data within that document, how does that information and that document interact with other departments within the organisation? And from those conversations, we’re able to then say, actually, can we show you something? Can we show you a different way of working? And that’s when the conversation shifts from salesy to consultative,” Gilbranch explained. That unique approach is, according to Gilbranch, a driving factor in the fact that Cargil Solutions has built a loyal customer base, with many of the resellers it transacts with having remained with them since the beginning. “What’s interesting also is that we’re attracting more and more IT resellers and MSPs,” he continued. “Print isn’t their mainstay and so they really appreciate us providing the knowledge and insight that enables them to provide a solution that combines the hardware and its configuration, with the best apps and solutions to fit their customer’s specific needs.” Gilbranch adds that the Cargil team is small and tight knit, which makes for a very personal approach. There are plans in place that will see an increase in headcount to support the company’s growth plans and strategy to onboard new partners. In closing, he points out a number of other value-add services that partners can expect including access to the Xerox partner portal and all of the marketing collateral etc within that, financial products, the ability for resellers to obtain full service accreditation through the Xerox Service Portal, as well as secure recurring revenue and increased customer stickiness with Xerox’s fixed cost-per-page PagePack, or pay‑as‑they‑go servicing plans. https://cargilsolutions.co.uk fantastic opportunity to help them to grow their business, and in turn our own. “The majority of our reseller customers are dual-branded, but the range that Xerox offers is really comprehensive, so there’s something for everyone,” he said, adding: “Let’s face it a 25ppm device from one OEM to another doesn’t really differentiate much, they all print, copy and scan, they have similar specs and they are reliable. “But where we have a competitive edge – our USP if you like, is that we have access to much more than the box. Take the Xerox App Gallery for instance, there’s more than 100 apps on there that add functionality to Xerox devices to improve productivity, simplify workflows, convey pertinent business information, and enhance the user’s overall experience.” Adding value in the channel Gilbranch says that adding value in the channel has been talked about for years. “For us, this means so much more than simply knocking off a penny on the cost per colour copy. Where we add value actually changes the dynamics of a deal.” Cargil works alongside the reseller in engaging with the end-user customer. “Our approach isn’t to focus on the feeds and speeds and simply provide Cargil Solutions was established 15 years ago, initially as a value-added distribution partner across multiple brands. A decade ago, it made the decision to become a Xerox monobranded partner and has continued to evolve the business, creating a unique model that’s centred on building long‑term relationships with resellers, by delivering a value-add that extends beyond product fulfilment. Testament to its success, in 2023 the company was awarded the Xerox Platinum Partner of the Year award, an accolade afforded to a select group of elite partners who have demonstrated exceptional expertise, customer service and a commitment to excellence in delivering Xerox’s advanced printing and document management solutions. Consultative sales, workflow solutions and more As a partner, Cargil is able to leverage Xerox’s comprehensive product range and advanced technology to strengthen relationships with its existing customers, as well as attract new partners. Gilbranch said: “With the strength of the Xerox brand behind us, we can support our resellers with consultative sales, workflow solutions, and service options like PagePack, providing us with a DISTRIBUTION Distribution with a difference Cargil Solutions is celebrating ten years as a Xerox Authorised Partner, supporting the UK reseller community. Michelle Ryder caught up with Managing Director Daniel Gilbranch to find out more about the company’s unique approach to distribution and how it is helping resellers to secure new revenue streams and deliver added value to customers Daniel Gilbranch (l-r) Daniel Gilbranch; Kevin Hooker, ASP Commercial Manager - Indirect Channel Xerox UK; Jas Basran, National Technical Director, Cargil Solutions; Keith Neave, Innovation Centre & European Showrooms Manager, Xerox UK.
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