Print.IT Reseller - issue 56

VOX POP needs to be. I’d say it’s a natural thing. Buyer behaviour and expectations are changing, digital transformation is on our customers’ agenda. Not all OEM and channel partners have the appetite to transform the competencies of their salesforce, and ultimately business model to compensate for the eroding margins on MFP service/annuity. Consolidation will continue.” Jamie Brothwell: “For businesses, consolidation should improve operational efficiency, result in long-term cost savings, improve market share and offer a more expansive portfolio that can reach a wider customer base. However, we must also consider the people element and the impact, if negative, on the loss of jobs due to a combination of roles from multiple organisations. “Competition is healthy as it encourages differentiation and innovation, as well as maintaining quality and efficiency. “Consolidation in the IT industry and the channel has been a feature for many years and this is likely to continue.” Steve Hawkins: “While it could be argued that a potential negative of consolidation means there are fewer choices for consumers, on the upside I think that consolidation often better aligns technology and solutions to create a more compelling offer for the customer. This can range from better value and choice, better pre-sale and post-sale support, to improved consistency of service. Overall, consolidation could be seen as an opportunity to deliver a better customer experience.” Shaun Wilkinson: “Consolidation will continue as it does in every industry and as customers’ demands increase. Providers who struggle to make their business models work will look to consolidation as a requirement for adaptation Providers who struggle to make their business models work will look to consolidation as a requirement for adaptation. “In my opinion, consolidation is a positive move for both vendors and customers. It leads to great sales opportunities for the SME vendors who can offer best of breed hardware and solutions, instead of manufacturer dictated solutions and it will also increase innovation for customers and drive down costs.” Matt Hill: “Typically, a market that offers ‘more choice’ tends to be thought of as ‘better’. But a consolidated company can benefit from additional resources to further hone or develop a solution, or to deliver a successful service to even more customers; in that scenario, consolidation is also advantageous for the customer. “A consolidated business can also deliver increased economies of scale, helping customers to drive more value from their existing relationships with their supplier. Furthermore, when we think of the global economy, consolidation can be advantageous for smaller businesses that may not have the resources they need to compete or trade effectively overseas.” Jonathan Whitworth: “Any mature market will see consolidation as the weak providers are weeded out. This is always a good thing for the market winners because it ensures emphasis is on high service and support provision and not purely price.” Joe Doyle: “Consolidation is only a bad thing if you’re unwilling or unable to evolve to meet the changing needs of businesses. We feel that the trend is likely to continue, and in doing so will create opportunities for the channel and vendors alike. “As IT services become more of a standard offering, the competition will increase as traditional print vendors and OEMs encroach on managed service providers and VAR markets. Those partners who understand that excellent service levels are key, will continue to grow and take market share at the expense of more a transactional sales approach.” www.fiduciaconsultancy.co.uk www.visionplc.co.uk www.paebusiness.com www.systemstechnology.co.uk www.commercial.co.uk www.zenoffice.com www.midshire.co.uk www.sharp.co.uk www.exertis.co.uk www.xeretec.co.uk www.utax.co.uk www.nuance.com www.dsales.eu www.kyoceradocumentsolutions. co.uk PRINT IT RESELLER.UK 455 Steve Hawkins Steve Algeo Julian Stafford