Print in the Channel – issue #20

INTERVIEW – EPSON’S RICHARD WELLS

traditional analogue printing and commercial printers, however high-quality digital production print does appear to be an area of growth across a wider range of substrates and materials, while quick turnaround, on-demand and personalised printing needs driving an expected growth for pay-for-print. “Overall health rating would be 'patient needs to be kept under close observation, but no life-threatening signs at present'.” MPS growth That said, the market for managed print services continues to grow. “It is now relevant in sectors that have historically avoided combined contracts for product and services,” notes Richard. “Some of this greater use results from uncertainty over needs following the pandemic and changing work patterns – and locations – but it is also down to the growth of managed services and 'As A Service' contracts, where IT buyers are seeking to outsource as much of the services required as possible and allow streamlined (and reduced) internal support teams. “Epson look to assist our resellers by having programmes such as EPP (Epson Performance Plan), a cost per page contract that includes break fix and consumables supply but also by software management products such as Epson Print Admin. “We offer support to our resellers in helping then with some of the decisions needed over what solutions are required for a client

to implement a managed services contract and we have MPS specialists, pre- and post- sales support and a technical team. Our approach is to train and coach rather than provide, making our resellers self-sufficient and capable of delivering this knowledge and expertise themselves.” Changing market The print sector continues to change, and it is being largely driven by sustainability, as re-use and refurbishment are becoming more in demand. “Due to the ability to use products for an extended period of time following the pandemic and the lockdowns we encountered in 2020 and 2021, we are seeing contracts that are ending with devices still with huge life left in them,” explains Richard. He adds that allowing devices to be used for extended periods of time with the same end user or for the products to be used in a second life with a different customer are increasing popular options. “This is happening at a time where for sustainability and cost reasons, end users are more open to having refurbished or remanufactured products,” he adds. Sustainability Richard adds that sustainability concerns, along with legislation, is also drives change. “We are seeing ESG requirements in tenders and frameworks increasing and while there is currently much confusion over what version of sustainability is best, there is clear work

High-quality digital production print does appear to be an area of growth across a wider range of substrates and materials, while quick turnaround, on-demand and personalised printing needs driving an expected growth for pay-for-print.

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