PRINTITRESELLER.UK 39 ONE TO ONE Michelle Ryder spoke to Tom Doyle, Managing Director, Copyrite Systems, to find out more about the firm’s sponsorship of the Educate Awards and how the business is changing direction from traditional revenue streams, and evolving to support customers in the new hybrid working world One-to-one with Tom Doyle discussions with our customers which focus on their systems and workflows and how we can help bridge the gaps for their employees working from home. This means that we are moving more to presentations which are less about the device and which focus on workflows, independent of the MFP/copier. The copier has been one of the most resilient products of our time and has survived the laser printer, email, the internet, and all sorts of digital revolutions. If there is an industry and company that knows how to diversify, realign and endure, it is ours. MR: What has been the biggest impact of the pandemic and in what areas do you think future opportunity lies? TD: The copier channel was built around on-site technical service and devices installed at the office. The work-fromhome users are directly counter to this environment and our support will need to adjust accordingly. That said, workfrom-home has presented additional opportunities for us. When the lockdown started, everyone wanted a webcam to communicate and do their job, but they now need MFDs, printers and scanners to support their function. In addition, laptops and equipment which employees are using in their homes may not be as secure as the business purchasing them, requests for secure printing and scanning has increased. Our customers are also asking us to help their remote workers move information into repositories, so they want us to help them connect to the cloud and be able to utilise cloud print management. They want to be able to print from their mobile devices, have simple document management and need to be able to do these things because it’s the way they worked in the office prepandemic. So there is heightened activity around collaborative technologies and the remote MFD/printer, has to be part of that as well. Our consultants are also being asked to extend our services such as remote help desk support, which is needed more than ever as part of a deliverable for managed print services. Michelle Ryder (MR): You’re supporting the Educate Awards for the sixth year in a row. Tell me a bit more about your involvement and the business value-add. Tom Doyle (TD): We have worked with schools and colleges for over 25 years, ensuring they have the best print solutions for their fast-paced environment. The sponsorship offers a perfect opportunity to build further brand awareness, increase our customer base and give back to the education sector. We are delighted to be supporting the awards once again this year. Over the last six years, more than 500 schools, colleges, individuals and teams have been recognised through the Educate Awards. This event is a key date in the calendar for the education sector and we love coming together and celebrating with the schools and colleges on the night. MR: The past 21 months has been a testing time for the print and IT sector, how’s business been for you? TD: I believe that the biggest challenges also present the biggest opportunities. For many dealers, page volumes are down year on year through office closures and furloughing of staff; installations and signing of new contracts have been delayed and some if not all sales teams are struggling to close deals virtually. COVID-19 has clearly influenced our hardware unit sales, clicks and margins. However, it has helped us to make more immediate decisions to change direction from our traditional revenue streams. Work-from-home will become more long-term and as a result, several industry trends are gaining new momentum across the channel, becoming critical opportunities in the current landscape. With many companies still working remotely, we’re having continued... Tom Doyle Work-fromhome will become more long-term and as a result, several industry trends are gaining new momentum across the channel, becoming critical opportunities in the current landscape
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