Print.IT Reseller - issue 81

01732 759725 COVER STORY 28 drive their business, utilising the full extent of Epson’s marketing and sales support but avoiding all the financial risk. There’s that old adage that in any business partnership, what the customer really wants is the expertise and esteem of a global corporation but with that dedicated, first-name-basis support of a local business. When you explore a partnership with Epson, you will quickly understand how closely this adage fits within our business model. Whatever workplace we enter into post-pandemic we will still see the demand for reliable print services and even more so we will see an increasing appetite for sustainable solutions. The relationships our resellers have with our sustainability manager Daniel Quelch, our end-user team, our sales teams, our marketing team and myself are what help to ensure they’re equipped in every way to secure and maintain new business. Our sales-support mechanism is driven by people that understand the channel, understand the importance of Epson’s sustainability proposition in the current climate, and understand the business growth opportunities for resellers siding with business inkjet. There’s no shortage of commentators on what the workplace will look like post-pandemic but from a personal and a professional perspective, I’d want to see something that can benefit both the environment and our channel partners, and we’re doing our best to deliver this from Epson. www.epson.co.uk number of more dedicated resellers that are making good on Epson’s lucrative product and service offering as well as its channel-only stance. Our continuity of new products are enabling businesses to effectively meet the increased demands for home working and our range of print services have opened doors to new business for resellers with varying levels of experience and infrastructure so they can use our technology to leverage their own expertise and business expectations. We have an end-user sales team that is identifying leads for our resellers before working with them to help secure and develop these leads into wider business opportunities. And the biggest success that comes with achieving a higher market share is that our resellers are directly reducing the environmental impact of their business, their customers’ businesses and the print industry as a whole thanks to the sustainable benefits of business inkjet. Epson’s Solutions+ and IT+ partner programmes are designed for print service providers and IT resellers respectively looking for a partner to help resellers can be fully informed and quick to react to any changes in a customers fleet status. According to a recent survey to over 500 IT service professionals, respondents go through an average of 76 minutes in downtime each month due to printer maintenance. And in response to what would motivate them to make sustainable technology purchases, the most popular responses were better product reliability (39%), reduced cost (38%) and lower energy consumption (37%). One of the greatest benefits of business inkjet printers, as well as having low energy consumption, is that they have far fewer components than a laser printer and are consequently less susceptible to specialist maintenance. In turn this means inkjet causes a much smaller footprint for getting service engineers on the road, as well as the manufacturing, storing, and recycling of replaceable parts. And while there’ll always be a need for remote servicing tools like ERS, it’s important for resellers to know that the kit they’re installing with customers is designed in every way to help minimise maintenance requirements. Why partner with Epson? It’s better to collaborate rather than compete with the channel and 100% of Epson’s business sales are conducted through our resellers, which is important to know because from my experience it’s all too easy to misplace judgement in a brand that’s dressed as a lamb in wolf’s clothing. Although office-based printing isn’t a growing marketplace, Epson has gradually been increasing its market share together with a fewer ...continued Competitor’s laser printer consumables versus Epson inkjet consumables It’s better to collaborate rather than compete with the channel and 100% of Epson’s business sales are conducted through our resellers