Print IT Reseller - issue 60

01732 759725 36 BUSINESS BRIEFING Technology is a key enabler of the redesign and transformation of the UK public sector and Midwich is helping resellers win deals in this lucrative market Winning in the public sector Many vendors offer special public sector pricing, but often resellers aren’t aware of which manufacturers do this and what the deals are vendors are offering special pricing and provide them with a secure pricing list so they can prepare the bid,” he continued, adding: “But there are also instances where sign off is required from the manufacturer on a case-by-case basis and that’s where we can step in to help make this process as seamless as possible.” The specialist print team’s focus is heavily weighted on scoping opportunities. Wysocki said: “Each tender has different requirements, so we work closely with partners ensuring we put forward the right brand, and ensuring that all of the boxes are ticked – whether that’s price, TCO, functionality or energy efficiency, for example.” The team also helps its customers wrap solutions around the hardware offer to address end-users’ requirements for print management software or secure print release. Wide choice Midwich has relationships with many leading OEMs including Kyocera, Ricoh, Lexmark, OKI, Canon and Brother. When supporting resellers, the distie also works closely with the vendors’ in-house channel teams. “Our end goal is to ensure our customers are successful and so we engage with the OEMs early on in the process, make them aware of opportunities and secure their support too,”Wysocki explained. There are also occasions when Midwich works with the OEMs’ end-user teams. “Some of the more complex deals may require integration with software solutions, or bespoke tweaks, or there might be a specific technical issue the end-user is looking to resolve, that’s when we enlist the OEMs’ support,” he explained. “Often our OEM partners are looking to increase their partner portfolio and we are in a strong position to make introductions and assist our customers in becoming authorised resellers and building their business,”Wysocki added. Adding value Midwich extends beyond the traditional distribution model of ‘pile it high, sell it cheap’. It also offers flexible credit terms, helping its customers achieve the very best credit terms – a huge value- add in the current economic climate. And, according to Wysocki, Midwich has opened up a section of its warehouse to customers, holding stock on their behalf and shipping out as and when required. “That’s a service we can look at on a case by case basis,” he said. He continued: “We also offer PDI, delivery and installation services, which opens up more public sector opportunities to resellers who don’t have the in-house technical capability to do this.” Scanning for success With digital transformation highly relevant within public sector agencies and departments, it comes as no surprise that the scanning sector is buoyant. Matt Smith, Product Manager, Scan, said: “The scan sector currently sits at around £20 million at distribution sale price; £5 million Within its printing and scan divisions, Midwich provides an extensive range of additional services over and above the supply of equipment, designed to support its customers to win in the public sector. In 2018, the technology distributor worked in conjunction with its reseller partners to place in excess of 5,000 printers into public sector end-user environments. This success is mirrored with the scan division; around one-quarter of deals completed are within the public sector. Public sector print Mark Wysocki, Product Manager, Print, said that Midwich’s print division is structured to provide the highest level of support to resellers looking to navigate the red tape and compete on a level playing field in order to win deals in this price-sensitive and competitive market. “The team includes two external account managers who work within both the print and scan divisions, supported by a team of internal account managers, each of whom look after a number of customer accounts,” he said. “The services on offer are comprehensive – from identifying opportunities and working with partners to drive the solutions through distribution, providing training, helping resellers to work on tenders, as well as ensuring easy access to vendors’ public sector pricing,” he added. Many vendors offer special public sector pricing, but often resellers aren’t aware of which manufacturers do this and what the deals are. “Education is a key part of our print team’s focus,” said Wysocki. “Some resellers are tied into public sector framework agreements and source their products via Midwich as they know they can get the special pricing from us. However in other cases we will make our customers aware of which Mark Wysocki, Senior Product Manager