MULTIFUNCTIONAL PRINTER REFRESH TRENDS
Reseller conversations With customer demands changing
supports long-term profitability, sustainability and compliance.” Stuart says resellers should help businesses evaluate their current print requirements and identify whether their existing MFP fleets are equipped to support them. “They should also consider how MFPs integrate with wider business technology and workflows to support more efficient processes,” he says. “By identifying which devices need replacing and which can be retained, resellers can help customers build a reliable, cost- effective fleet that delivers long-term value.” Future expectations It is largely expected that the trend for increasing numbers of MFP printer fleet refreshes will continue in the next 12- 18 months. “MFPs are essential to daily business operations, and keeping fleets up to date helps organisations maintain security, reliability and efficiency,” says Cinzia. “With the right approach, fleet refreshes can also reduce long-term operating costs and support evolving workplace needs, making them a strategic long-term investment for businesses.” Stuart also expects the MFP market to continue growing as businesses adapt to changing workplace needs.
regarding their MFP fleets, resellers need to pitch conversations about refreshes carefully. “Resellers should take a more consultative approach and really get to understand what the devices are needed to do and how each part of the business use them,” says Kerry. “They need to highlight security improvements, sustainability and the functionality that matters to the client while staying cost effective. They should also point to the additional software solutions that can work to give clients maximum value from their devices and improve productivity and efficiency in everyday workplace tasks.” Ian agrees, noting Xerox encourage resellers to focus conversations on business outcomes rather than device specifications. “While print speed and hardware capabilities remain important, customers are increasingly concerned with areas such as information security, compliance, employee productivity, workflow automation and sustainability,” he says. “The most successful refresh discussions focus on how modern document solutions can help reduce risk, simplify IT management, improve user experience and support broader digital transformation initiatives. This creates greater differentiation than competing solely on device pricing or technical specifications.” Cinzia adds that resellers should position MFP fleet refreshes as an opportunity to improve efficiency, control costs and deliver greater business value. “Customers need technology that is secure, reliable, energy-efficient and easy to manage,” she says. “By highlighting benefits like reduced downtime, streamlined workflows, and improved user experience, resellers can demonstrate how the right combination of hardware and workplace solutions
Contributors
Chris Bates
uk.tdsynnex.com
Stuart Miller
canon.co.uk
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Against a backdrop of
“Against a backdrop of rapidly evolving technology and tighter
rapidly evolving technology and tighter security requirements, businesses are increasingly looking to invest in devices that futureproof their workflows
security requirements, businesses are increasingly looking to invest in devices that futureproof their workflows and deliver consistency,” he says. Kerry adds that the market feels like it has stabilised over the past year. “While we hope for growth and continue to push for it, it does seem unlikely,” she notes. “The market is currently delivering what clients are asking for, that can change quickly. As AI becomes a bigger requirement, devices will need to keep up. AI in MFPs is still in its infancy, but development is speeding up, and it will be one of the main catalysts for change.” n
and deliver consistency.
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printinthechannel.co.uk
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