It’s the one you’ve been waiting for, our summer sizzler of a HP promotion returns to UFP, offering you the chance to win a 2023/24 PREMIER LEAGUE FOOTBALL SHIRT Turn to page 31
The NEW imageFORMULA DR-M1060II - a uniquely compact, eco-friendly and reliable A3 desktop scanner that helps creating smooth work fl ows and capturing multiple document types and formats.
• U-turn path and straight path feeding • Diverse document size feeding • High productivity and image processing quality • Uniquely compact • Reduced environmental impact
Find out more here
Green for go The green agenda has been around for many years, but it now has a prominence like never before – and it is only going to grow in the coming years, which means that businesses in the print channel need to be embracing it now.
Growing up in the 1980s and 90s, I remember when environmental concerns first really became news stories. I even remember Blue Peter launching its Green badge for children who undertook environmental work in their local community (no, I never got one). But back then, it was something that was seen by many businesses as ‘nice to have’ but not ‘essential to have’ or ignored entirely. Not anymore. Sustainability, reducing carbon emissions and working towards Net Zero are things that managers of all businesses in the print channel should be concerned about. And if you aren’t, then you risk being left behind in the very near future. From talking to people in the sector – from manufacturers to distributors to customers – in recent months, sustainability is now a central part of sales conversations like never before. Increasing numbers of organisations – especially public sector and larger businesses – want to see evidence of a service or product’s carbon footprint and what is being done to make it as sustainable as possible as
part of a sales negotiation. It can even make the difference between winning a contract and not. Many customers are also increasingly informed about climate and sustainability issues and now want to know more about the sustainability of what they are buying – including how it was made and what from, and how it can be recycled. Many of the print manufacturers have been working to this end for some years and have been producing products with ever-decreasing carbon footprints and ever- increasing amounts of recycled and recyclable parts. Indeed, some, such as Kyocera, now have carbon neutral products in the UK. You can read more about Kyocera on p34. While the UK government has set a target of having a net zero carbon economy by 2050, and that is still more than 26 years away, it needs to be thought about now for individual businesses. Some, such as Xerox, already have plans in place to become Net Zero businesses, while others are now putting strategies together for it – although they must be carefully devised to ensure they deliver value. Read more on p42. With news that the UK experienced the hottest June on record this year having recently come out, the case for reducing harmful emissions to reduce the effects of climate change should surely have been conclusively made. Sustainability issues are not going to go away – but it is a win-win for businesses: a better environment for everyone and, if it is embraced, it can help to improve the bottom line too. What’s to lose? As always, I hope you enjoy the issue. If there is anything you would like to see covered in a future issue, or you would like to get involved in the editorial in some capacity, please email me at email@example.com .
CALLING ALL BRANDS
Support your Channel Distributors and Resellers by using the new FREE Stock in the Channel functionality: “Authorised Distributors”. Click here to learn more
News You should know p6 People Moves All change p11 Profile: ORdigiNAL A new solution p12 Genuine Consumables Convincing customers p16 Laser vs Inkjet Making the right buying decision p20 Shredding Keeping it confidential p24 Software for MPS Cloud savvy p28 Profile: Kyocera Focus on sustainability and innovation p34 Labelling in Logistics A good time for resellers to get involved p38 Net Zero Businesses are leading the way p42 The Stockies View the 2023 nominations p48
Genuine Consumables – p16
Labelling in Logistics– p38
Labels have become a vital part of the logistics industry as customers increasingly want to see where their products are at any point in the delivery chain.
Consumables are a staple sale for resellers, but there are OEM and generic consumables – how do resellers convince customers that the cheap option might not be the best and to opt for OEM products?
People Moves– p11
VOW confirm Bourne identity as new marketing head • New marketing director for Canon UK&I Digital Printing & Solutions business • Viking adds two to management team
Net Zero – p42
Profile: ORdigiNAL – p12
ORdigiNAL Document Automation Solutions BV was launched earlier this year as a subsidiary of its parent company and is now looking to make a difference to a rapidly changing marketplace.
While the UK still has 27 years to achieve its Net Zero targets, many businesses are already working towards that aim as part of their sustainability goals – and it should be part of the conversation with customers for resellers now.
Profile: Kyocera– p34
Speciality Peripherals & Accessories Storage & Security AV Print & Scan Printer Consumables UC&C Networking & Hardware We are pleased to annouce the first Vendor & Distributor of the Year Nominations for the only awards where nominees and winners are based on empirical data, rather than judges opinions
Editorial Dan Parton 07941 979 845 dan@ printinthechannel.com Elliot Mulley- Goodbarne 07910 441 024 elliot@ printinthechannel.com Head of Sales Martin Jenner-Hall 07824 552 116 martin@ printinthechannel.com Publishing Director Justin Penn 07816 573 186 justin@ printinthechannel.com Written permission from the publisher is required before any part of Print in the Channel can be reproduced. © 2023 In the Channel Media Ltd.
Kyocera Document Solutions UK is in the vanguard of the recovery in the print sector and, with a focus on sustainability and innovation, the company is determined to stay at the forefront in the future.
Confidential Shredding – p24
GDPR has put the onus on businesses and employees to dispose of their data in secure ways – although a significant minority do not do so.
For many businesses, when deciding on printer fleet, it comes down to a choice of laser or inkjet – but which is best and what role does a reseller need to play in helping customers to come to the right decision?
Software for MPS – p28
Managing and monitoring managed print services is becoming more important than ever. As businesses move increasingly to the cloud and are becoming ever savvier with the wealth of data that is being provided, the software for MPS is becoming increasingly important.
Published by: In the Channel Media Ltd Company registration number: 14363401 Registered office address 14-18 Heddon Street, Mayfair, London, United Kingdom, W1B 4DA In conjunction with:
Laser vs Inkjet – p20
Sharp launches new range of A4 colour MFPs
Sharp has launched its new Business Workgroup A4 colour MFP series. With an emphasis on simplified connectivity, the new models, the MX-C528F and MX- C428F, offer speeds of up to 50ppm, as well as enhanced productivity and robust security, while helping businesses meet their environmental goals. The next generation A4 MFPs further extend Sharp’s eco-system of smart office devices and services to offer a seamless printing solution at a size that meets the needs of any business. Sharp’s new A4 MFPs offer businesses an unprecedented level of flexible connectivity. Cloud-based working features allow employees across different locations and time zones to collaborate with ease, while wireless LAN connectivity facilitates wireless usage without compromising businesses’ security policy. The range of mobile connectivity features ensures that anyone with a smart phone can easily connect and use Sharp MFPs when performing important tasks. In addition, advanced scanning technology enables faster digitisation, while modern functionalities help workgroups perform printing tasks with speed, ease and peace of mind. The new models feature industry leading security features to ensure data – printed and digital – is safe and secure. The integrated Trusted Platform Module provides a more secure experience for users by storing hard drive encryption keys on a separate piece of
hardware, other than where the data is stored, which adds more layers of protection. SSL Certificate Validation automatically checks that all third-party servers communicating with devices are safe, to prevent any unauthorised or malicious attempts to access information. MX-C528F and MX-C428F feature a simple user interface, which is common across all Sharp MFPs. The new capacitive touch screen allows for multi-touch, which is also convenient for the ‘Preview’ functionality. The buttonless tablet-like operational panel, the most common touch point on the MFP, also makes it easier for users to keep the MFP panel clean. Improving environmental credentials is becoming an increasing priority for many businesses. The MX-C528F and MX-C428F offer energy management features to reduce power consumption, while meeting environmental responsibilities and complying to European regulations. “At Sharp, we recognise that the modern workplace values productivity and simplified connectivity, it is committed to sustainability and is conscious of the threats to the increasing amount of data handled and processed on a daily basis,” said Ben Lake, senior product manager at Sharp Europe. “The shift to hybrid working patterns has created more consideration across every aspect of business, including the size of MFP or printer required, so A4 machines with a smaller footprint are growing in popularity.”
Ben Lake senior product manager
TD SYNNEX named HPE UK&I distributor of the year again
TD SYNNEX has been named UK and Ireland Distributor of the Year 2023 by Hewlett Packard Enterprise for the second year in a row. The HPE Partner Awards recognise HPE partners that embody the company’s ‘Partnership-First’ value and their commitment to delivering better outcomes to shared customers, helping them unleash their growth potential. “This achievement is a result of the consistent and highly focused approach taken by the TD SYNNEX HPE team, both to driving growth for partners and supporting them on their journey towards Everything as a Service,” said Andrew Stuart, HPE
business unit director, UK, TD SYNNEX. “It demonstrates the power and effectiveness of our partnership. We are closely aligned with HPE’s strategy and priorities and we will continue to enable partners and help them accelerate their sales with HPE technologies.” The team had particularly good progress in enabling partners for HPE GreenLake, he noted. “We have been leading the way on HPE GreenLake and seen a real upswing in engagement and partner sales. We see really good prospects for the next 12 months with the entire HPE portfolio. We’ll be looking to bring more partners on board and enable them for the HPE GreenLake
in particular.” There has also been a strong focus on SMB, he added. “With the extended range of solutions now on offer, there are good options for customers of every size in the HPE GreenLake portfolio. TD SYNNEX has a really strong proposition for SMB partners, and we’ll be looking to build on that and our expertise and experience with HPE GreenLake to grow SMB and mid-market sales over the coming year.” HPE announced the winners of the HPE Partner of the Year Awards 2023 in recognition of those that exemplify commitment and success in delivering value to their customers on their digital transformation journey. This recognition is
given to HPE partners that have achieved exceptional results in financial performance, innovative solutions and meaningful business results. “It is a privilege to honour the winners of the 2023 HPE Partner Awards,” said Gilles Thiebaut, SVP of worldwide partner, ecosystem and business development, HPE. “These partners have successfully demonstrated the ability to innovate and execute business outcomes and outstanding experiences for customers. Our partner ecosystem continues to be a top priority at HPE and these awards are one way we highlight some of the partners that are driving impressive results and outcomes for customers.”
Andrew Stuart HPE business unit director, UK
Exertis Supplies to relocate supplies division
Exertis has announced that its specialist trade-only distributor business of printer supplies, data storage media and office and technology products, Exertis Supplies, will move location to Interchange 26 near Cleckheaton with effect from October. The new space will offer the best service levels for customers and help Exertis Supplies to meet current and growing business needs. “I’m thrilled about this decision and truly appreciative of all the encouragement and support we’ve received so far,” said Andrew
Beaumont, managing director of Exertis Supplies. Andrew added that this announcement signifies the beginning of a new phase for the organisation. “We can now initiate the project planning process for the move,” he said. “We are committed to keeping our people abreast of any developments as we move forward, and we are open to hearing any of our colleagues’ thoughts, opinions, or advice to ensure the relocation is a success. We see our people as instrumental partners in the process.”
Katun announce exclusive new cartridge style
Katun Corporation, an alternative supplier to the office equipment industry, has introduced the Katun ecoKAP™ Cartridges in EMEA. These new environmentally sustainable cartridges are exclusive to Katun and will provide industry partners with an eco-friendly choice to make a difference by using less waste. The Katun ecoKAP™ cartridge uses a patent-pending cap that facilitates the refilling to make the Katun cartridge truly re-usable. The ecoKAP™ cartridges are currently manufactured using more than 60% of recycled plastics with plans to increase the percentage in the future. Katun has introduced this technology to its Kyocera and Utax customer partners as it transitions to the Katun Performance™ toners for use in the Kyocera TaskAlfa 2554ci & 3554ci series devices as well as the Utax 2508ci & 3508ci series devices. Katun also
intends to extend this cartridge design to other brands and models within the portfolio to expand the environmental impact potential. Katun EMEA will also be introducing the Katun ecoKAP™ Refilled Cartridges, which can be refilled up to three times without comprising quality and functionality. “We are very excited to be introducing a truly environmental product to the office equipment channel, which will also become part of the expanding range of environmentally certified products,” said Heidi Boller, general manager for Katun EMEA. “The empty Katun ecoKAP™ cartridges will be readily accepted for recycling as part of our Core Collection Partner Services. Katun is very proud to be taking concrete steps to reduce the industry’s environmental impact by introducing Katun’s own brand circular economy product.”
Heidi Boller general manager EMEA
Examcompta signs licencing partnership with SumUp
ExaClair Ltd, the UK subsidiary of the Exacompta Clairefontaine group, has announced that Exacompta has agreed a licensing partnership with SumUp, the fintech that offers printer and card reader bundles for merchants, businesses and traders. The Exacompta-SumUp reel will be produced in France, will have no core or plastic packaging, no phenol and is FSC®- certified (FSC-C002321). Compliance wise, it meets all European regulations and will be available from July onwards. “Being a leading technology player, we aim to have a positive impact both locally and globally and we believe that issues related to sustainability and environmental protection are the responsibility of everyone, including businesses like ours,” said Gabriele Bellezze, global head of business development retail
at SumUp. “We share the same ethical and ecological values as Exacompta and are delighted to have developed this co-branded reel with them to work together towards more environmentally friendly product innovations.” Lawrence Savage, UK marketing manager at ExaClair, added: “We are thrilled to see more sustainable orientated products being integrated into the modern tech- focused world and are excited to be partnering with such a strong, forward- thinking global business as SumUp. Socially conscious products are the cornerstone of Exacompta’s environmental policies, and this latest innovation has been designed to enable distributors to better serve the comprehensive base of SumUp’s merchants, which includes a broad range of nano and micro businesses.”
Lawrence Savage UK marketing director ExaClair
Konica Minolta AccurioLabel 400 wins industry recognitions
Konica Minolta’s AccurioLabel 400 high speed single-pass toner press has collected two coveted industry recognitions. The press has received an iF Design Award 2023 and a Red Dot Award: Product Design 2023. Both acknowledge improving operational efficiency by automating the printing process. The iF International Forum Design is the world’s longest running independent design organisation. Every year it selects outstanding designs and this year more than 11,000 applications were received from 56 countries and regions. The Red Dot Award is one of the world’s largest design competitions and the Red Dot Label has become established internationally as one of the most sought-after marks of quality for good design. In both cases the judges commended Konica Minolta’s AccurioLabel 400’s design that eliminates the need for special skills and reduces downtime through operability. It also does not require a specialised license and automatic colour correction technology.
These latest accolades follow the receipt of the 2022 Good Design Award, sponsored by the Japan Institute of Design Promotion. The AccurioLabel 400 was first unveiled in May last year. It achieves unprecedented operational efficiency even in the high-volume area through high-speed printing, extended continuous printing length and process automation. As such it aims to capture a significant share of a fast- growing mid- and high-volume sector that has an estimated 3,000-plus label converters. “We are delighted that the combination of features and benefits of the AccurioLabel 400 continue to gain industry recognition,” said Sacha-Vittorio Paolucci, head of industrial printing business development at Konica Minolta Europe. “The awards success confirms our belief that the press brings another level of opportunity to enable print transformation in mid- and high-volume production markets for forward-thinking label converters and helps them to ignite more print possibilities. “The accreditations further demonstrate why it is an exciting option for existing and new customers who are already developing their label production and packaging expertise. They reinforce how the press’s workflow, software and process automation and cloud solutions enable forward-thinking label converters to increase their levels of production possibilities and move closer towards smart factory operation.”
Sacha-Vittorio Paolucci, head of industrial printing business development
BIXOLON launches next generation receipt printers to the European market
BIXOLON Europe GmbH, a subsidiary of BIXOLON, a manufacturer of advanced receipt, label and mobile printers, has launched its next generation SRP-350V and SRP-350plusV 3-inch (80mm) Direct Thermal POS printers to the European market. BIXOLON’s bestselling printing series has been updated and designed for reliable usage across a broad range of point of sale (POS) printing scenarios, in line with current market needs. The SRP-350V and SRP-350plusV receipt printers have been re-engineered to offer sustainable printing options, allow the use of printing blue receipts, print speeds have been increased and they use the latest connectivity technologies. The printers are aimed at use within retail, grocery and hypermarkets POS printing, restaurant and bars, take away food and beverage shops and to support the sale of lottery tickets. These POS printers share a common set of features. They have been designed to be compact at the point of sale and not take up much space. Supporting stand-alone or vertical printing options, the SRP-350V range features a specialised paper exit to prevent paper jams, with an intuitive design making it easy to remove paper if/when a paper jam occurs. Additionally, BIXOLON has made it easier for users to load paper efficiently into the printers, thanks to a simple drop-in paper loading functionality. The SRP-350V and SRP-350plusV printers have also been manufactured with enhanced near end and mechanical sensors for printing compatibility with Koehler’s Blue4estâ thermal paper in scenarios where they are trying to use more environmentally friendly consumables. This has been complimented with a Visibility Intelligence sensor, which enables the printer to automatically detect either white or blue receipt media and optimise the print quality accordingly. These printers come with an LED display that provides user friendly functionality and supports a paper saving feature that enables organisations to save up to 25% of paper per roll across three compression levels through a Unified Utility, which doesn’t require any software changes for users. For busy kitchen environments there is also an optional order notification function made available through
an external buzzer or B-Melodist (an Audio and Visual indicator for BIXOLON’s desktop printers). These POS printers also come with a range of accessories; including a splash proof cover, wall mount, vertical stand and SMP (built-in special printer base) to integrate a power supply unit for BIXOLON printers. The SRP-350plusV prints text, barcodes and images effectively at speeds of up to 400 mm/sec at a 180dpi. This is 33% faster than the previous model; and it comes with greater control of graphic quality through grey scale and dithering. Interface options are vast and made possible with an All-In-One-Plus™ Interface from BIXOLON that includes USB V2-0 and ethernet as standard, plus optional serial, parallel, powered USB, Bluetooth or WLAN connectivity. The SRP-350plusV is also compatible with BIXOLON’s XPM™ printer management tool, which provides organisations easy integration, administration and management tools to install and manage these printers across their whole IT and printing estate. The SRP-350V allows receipt printing at speeds of up to 300mm/sec at 180dpi – 20% faster than its predecessor. The interface options differ slightly but are still broad
Jay Kim managing director
In today’s competitive POS environment, reliable and cost-effective receipt, label and ticket printing is required. “
and varied. Printer connectivity options include USB V2.0 as standard, plus optional serial, parallel or ethernet. Simple drop-in paper loading is complemented in this printer with a standard manual cutter included as standard. “In today’s competitive POS environment, reliable and cost- effective receipt, label and ticket printing is required,” said Jay Kim,
managing director, BIXOLON Europe GmbH. “The launch of these new printers builds upon the success of our previous models and offers our customers options to meet the changing demands of the POS market. “BIXOLON’s new POS printers demonstrate how practical functionality, great design and competitive price points come together to enable cost effective, reliable printing; and we are pleased to be providing these solutions for those across the retail, hospitality and ticketing sectors.”
Brother UK sees managed print services sales hit record high
and our approach to working closely with reseller partners to help them create opportunities to build new, recurring revenue and strengthen their customer relationships. “We know it’s vital that resellers have accessible, straightforward and hassle-free means to delivering contractual sales and tapping into the demand for print-as-a- service. Our PrintSmart Essential solution is helping them do this, and we’re committed to continually adapting our MPS offering to make sure they have the best tools to meet their customer needs.” Printerbase is one of Brother UK’s partners to have seen a strong uptick in customer demand for MPS, reporting a 50% year- on-year increase in contracts sold in 2022, including for PrintSmart Essential. “There is significant momentum behind the shift to print-as-a-service, and we expect this to continue as offices strive to find new efficiencies in their operations,” said Khalil Hussain, business manager at Printerbase. “More small businesses are making the change as they see the benefits of smaller monthly payment options that free up cash to support other areas of their business. “MPS represents an excellent growth opportunity for us, and Brother makes it easy by creating a straightforward service for small businesses. The team also invests time and effort in making sure we have everything we need to deliver a quality service for our customers and sell MPS contracts effectively and efficiently.”
Brother UK has delivered a record year for managed print services (MPS) sales as demand surged among small resellers. The number of print devices on contract and pages printed through Brother MPS agreements increased by 23% and 32% respectively over the last financial year, ending March 31. Brother says the success is due to small resellers switching to offer print-as-a-service to customers and equipping them with the tools and training they need to sell contracts. The vendor also saw strong demand across healthcare, from pharmacies to GP surgeries. The growth follows the launch of Brother’s PrintSmart Essential print subscription last year – an entry level and low commitment package that allows customers to pay a small monthly fee for their ink and toner supplies, device installation, supplies recycling and maintenance services, while benefitting from a three-month cancellation notice period. Brother is now aiming to build on this growth and is targeting services to account for 50% of its revenue by 2025. “More businesses are seeing the potential of MPS to boost productivity, create new efficiencies and enhance security,” said Greig Millar, chief revenue officer at Brother UK. “Our success over the last 12 months is testament to the strength of our proposition
Khalil Hussain business manager
Print businesses miss out on opportunities due to not investing in correct technology
Nearly two-thirds of UK print businesses are missing out on potential growth opportunities due to failure to invest in the correct technology, according to a new report. The report, titled The Automation Gap , from Ricoh UK, has identified a potential growth opportunity for the print sector with more than half of businesses believing they have failed to invest in technology to drive their industry forward. It examines attitudes and adoption of automation from more than 150 key stakeholders across the sectors of printing, imaging and associated digital services and found that while nearly 80% of the printing
industry wants to automate to improve efficacies, 52% of businesses are still running on legacy or manual systems. Further, 66% of the industry anticipate increased investment in business process automation. “When it comes to print services, document storage, signing and delivery, automation has to be the next ‘business-as-usual’ implementation,” said Simon Isaacs, national sales director, Ricoh UK. “Evolution is a central part of business success and the results of our survey demonstrate just how eager the print sector is to drive innovation and utilise automation to improve the quality of service and productivity of their employees.”
Simon Isaacs national sales director
VOW Wholesale confirm Bourne identity
Phillippa Bourne has been promoted to head of marketing at VOW Wholesale, the company has announced. Phillippa first joined VOW’s parent company Evo in 2009 and since then has held a variety of posts within the customer service, e-commerce and marketing teams since then, most recently as head of consumer marketing. VOW said that Phillippa’s knowledge and
skills will be fundamental in developing the VOW brand proposition, enhancing customer communications and building relationships with VOW customers. “Phillippa has a great depth of knowledge and experience gained through working within the merchandise and marketing teams and I’m excited for her to join the VOW senior leadership team,” said VOW’s managing director, Adrian Butler.
Phillippa Bourne head of marketing
Viking adds two to management team
Viking has strengthened its management team with appointments to the sales and customer services teams. Peter D’Amery has joined Viking as sales director UK and Ireland. With more than 20 years in strategic sales and marketing roles, including that of sales director of Office Depot, Peter will lead the sales function, focusing on growing the large and major customer portfolio. Meanwhile Julia Martin has been appointed senior manager customer service UK and Ireland. This comes after Viking recently confirmed it was insourcing its customer service function. This is part of Viking’s commitment to
improve the customer experience and overall performance as part of a turnaround plan started in 2022, not long after the business was acquired by French company RAJA Group. “Julia brings a strong commercial background. She has always put the customer at the centre of everything she does. Julia is responsible for delivering our ‘fanatical customer service’ ethos across the customer base and business,” said Simon Allan-Brooks, Viking’s managing director, UK & Ireland. Viking is currently recruiting for 60 new positions at its Leicester base including customer service representatives, team managers, quality specialists and trainers.
New marketing director for Canon UK&I Digital Printing & Solutions business
Canon UK & Ireland has appointed Khalid Aziz as marketing director for its Digital Printing & Solutions business. Khalid has more than 24 years of experience and a lengthy record as a senior leader in marketing across several industries, including telecoms and property where he delivered double-digit growth in leads each year. In his new role at Canon, Khalid will be responsible for leading the B2B marketing function including demand generation, campaign marketing, product marketing and channel marketing through the development and execution of a clear marketing strategy, to help the business realise its growth ambitions. He has expertise in market analysis, strategic planning, product marketing and multi-channel execution, as well as a reputation for working collaboratively with
sales teams to achieve shared goals. Khalid is also a founder member of MarketingKind, a membership community of marketers collaborating with pioneering charities and social enterprises. “I’m delighted to be joining Canon to help drive sales and revenue through a clear marketing strategy and plan,” said Khalid. “I look forward to utilising my expertise and experience to deliver innovation, drive a customer centric approach and further business growth.” Yusuke Mizoguchi, senior manager director, Canon UK & Ireland, added: “I’m looking forward to seeing the impact Khalid has not only on our business goals, but in supporting the team in driving our mid-term plan forward. Now is the time to lead from the front, and I have every confidence that Khalid’s experience and drive will ensure success.”
Khalid Aziz marketing director Digital Printing & Solutions
A new solution ORdigiNAL Document Automation Solutions BV was launched earlier this year as a subsidiary of its parent company and is now looking to make a difference to a rapidly changing marketplace.
For Dennis Stuivenberg, the launch in January of ORdigiNAL Document Automation Solutions BV as a subsidiary of ORdigiNAL BV was the culmination of five years’ work. ORdigiNAL Document Automation Solutions was established originally as a division of ORdigiNAL. “ORdigiNAL was predominantly focused on speech automation and PDF (desktop) solutions,” says Dennis. “After building its portfolio of products and services and, most importantly, the team, the logical next step was to become a subsidiary company. “The driver to this was us being able to serve and support our partners and their end-users better and more efficiently with a more recognisable profile, a more suitable organisational structure, improved focus, working methods and systems.” Dennis was appointed as managing director of the new subsidiary and was the obvious choice as he had started the division back in 2018. “Of course, managing an organisation is different from a division, but it has been a great journey so far,” he says. “Also, the support of the Shared Service Centre of ORdigiNAL and, most importantly, the people who work with me have made it a smooth ride so far.” Dennis has vast experience in the printing and capture industry in Europe and the Middle East, having worked in the sector since 2003. “It is great to put all my experience to use in this role,” he says. “Having been in our partners and end users’ position in the past, it helps me to understand their requirements, so we can provide the best possible service to them that fulfills their needs.” Independent distributor ORdigiNAL Document Automation Solutions is a 100% independent value-added distributor. “This means we have no share no direct connection, partnership or ownership with a vendor, reseller or service provider in our industry,” he says. “In other words, we do not compete with our reseller partners. That is a very important differentiator for us.
“Next to that we intend to have for every solution an alternative in our portfolio. That way we will always offer a choice to our partners for them to be able to differentiate. Last, but not least, we have a great service offering, including marketing support, lead generation, sales support, pre-sales, technical consultants, project management, installation and implementation services, direct support, helpdesk and training. This means our partners can choose which of our services they use. That way all our partners can offer our entire portfolio, without necessarily having the knowledge and capabilities in-house.” Dennis adds that the response to ORdigiNAL Document Automation Solutions from existing and new reseller and vendor partners has been “only positive” so far. “Being more recognisable has also opened doors to new customers as well as new doors to existing reseller partners that were focused on another part of the ORdigiNAL portfolio,” he adds. Making it easy Part of ORdigiNAL Document Automation Solutions’ offering is Dr Connect, which has been developed with the aim of making it as easy as possible for organisations to rapidly convert documents and forms into formats delivered directly into a business application or document management system. “This enhances existing print and capture solutions to connect Users, Applications and Processes,” adds Dennis. It also builds on the 2022 acquisition of Connectyx, which specialises in integration software, primarily in the areas of image capture and workflows involving paper. “The acquisition of Connectyx connected us to many new and existing resellers and end users,” explains Dennis. “The acquisition of Connectyx strengthened our position as an end-to-end solution provider for document workflow solutions, connecting people and operations to business applications. “It also fits perfectly in our portfolio and our
Dennis Stuivenberg managing director ORdigiNAL Document Automation Solutions BV
Having been in our partners and end users’ position in the past, it means I understand their requirements, so we can provide the best possible service to them that fulfils their needs.
Of course, the
transition to the cloud is changing a lot, and using instead of owning is changing the way customers look at using their budgets and make choices.
On top of trends The industry itself is changing, with digitalisation, cloud services and artificial intelligence opening new markets and channels and changing business models from owning to consuming. Over the next couple of years, Dennis believes there will be several other trends characterising the market. “On the business side, we expect a further consolidation among vendors and resellers,” he says. “On the products and solution side, it is undeniable that the quantity of documents on paper will continue to decrease, as the current and future generations do not print (much) anymore. For now, the fact that people don’t save paper documents anymore, but just print again when needed, may compensate for that partly. “The awareness of environment, the digitalisation and automation capabilities will further accelerate that transition.” But with that in mind, Dennis is optimistic about the future for ORdigiNAL Document Automation Solutions. “We are always on the move to keep our offering up to date, to give our partners the portfolio and tools to offer the best solutions to their end users,” he adds. “We do not add products without reason, new solutions always need to add value to our portfolio. Furthermore, we hope to grow as an organisation and further expand into more regions, offering more resellers and users our portfolio of products and services.”
vision to always have an alternative (in this case for Dr Connect) for our resellers and their end users, so it’s a great addition to our portfolio of workflow solutions.” Responding to change This shows how ORdigiNAL Document Automation Solutions is providing solutions for a constantly changing market and will continue to. While Dennis admits that it might be a cliché to say the answer is to be agile, he says it isn’t wrong. “The most important is staying in contact with our market, the users, resellers and vendors to understand requirements, developments, needs and challenges,” he says. “Of course, the transition to the cloud is changing a lot, and subscription instead of ownership is changing the way customers look at using their budgets and make choices. Flexibility in a fast-moving world is important. Transition is not a phase anymore; it is the only consistent factor.” Documents too are changing. “A document is not only a piece of paper anymore, it comes in very many different forms that require different ways to automate,” he says. “Documents are just a carrier of information, data, so processing that is relevant for any organisation. There will be more new developments, processes and standards, but documents, information and data processing will remain very relevant.”
Watch the ORdigiNAL partner video
Work smarter, not harder
Smart MPS software to improve your MPS business • Automate your meter collections, consumables replenishment, and service alerts. • Reduce your service and support costs. • Predictive consumables algorithms reduce costs and give you total control of your consumables replenishment, enabling auto replenishment, and service alerts. • Eliminate inefficiency and drive profitability.
Book a demonstration now to see how we can help you +44 1985 217920 · Enquiries@ekmglobal.com
Choosing the best option Consumables are a staple sale for resellers, but there are OEM and generic consumables – how do resellers convince customers that the cheap option might not be the best and to opt for OEM products?
For many businesses, as costs have risen in recent months, their focus has been on saving money where possible. For some, changing from OEM consumables to generic versions can seem like an easy way to do this. Genuine consumables from OEMs are generally costlier than the generic alternative, but it can be a false economy. There are numerous benefits of using genuine consumables over generic ones too, as Mark Newman, general manager – velocity and annuity channels at Xerox, explains. “Consistent print quality and maximum reliability are core attributed of genuine vs. generic consumables,” he says. “The formulas for genuine toner are painstakingly controlled to eliminate variation and this ensures consistent print quality over the life of the printer. “Moreover, consumables are specifically tailored by the OEM for the specific printer model. Take, for example, the original manufacturer who uses a highly uniform toner particle size, shape and engineers other components in the printer based on this specification. This will enable maximum reliability and longevity, yet generic toner is almost always the opposite. This is due to highly irregular particle size and shape which causes it to act as an abrasive. As a result, over the course of several hundred prints it often causes damage to the receptor(s), transfer belt, and fuser. In turn, this results in rapid print degradation and failure of otherwise long-life components.”
False economy This means that buying generic consumables could be a false economy. “The initial acquisition cost of generic supplies is certainly lower than genuine, but the total cost is often higher,” Mark says. “This is due to the damage that results to critical components within the printer. Aside from costs of component replacement and labour, there’s also the intangible cost of sub-standard print output whilst the printer was still operational. In addition to this, there is the cost of downtime from not being able to use the printer. Not uncommon, the cost of repairing the printer may exceed the replacement cost, thus there’s the financial cost and the time spent to replace the printer.” Steve Pearce, group head of marketing at Kyocera Group UK, agrees. “It’s easy to be beguiled by the price of compatibles or counterfeit toner at the expense of the environment, health and safety and the device itself,” he says. “These alternatives can damage fusing units and cut short the life of a printer or MFP. Customers spend more in the long-run as compatibles typically contain less toner. And we just don’t know what cheaper toner is made from: Is the toner toxic? Are straight to landfill materials used? “Then there are hidden costs: OEM cartridges are typically patented to perfectly fit the product they are made for. Compatibles must modify that design leading to increased wear, more failures and poor imaging.” Information Despite this, customers are not generally well informed about the benefits of genuine consumables. “I genuinely don’t think customers think about toner – most see it as commodity – much like choosing a bottle of supermarket water over Evian or Perrier!” Steve says. “As such they forgo research – even though the benefits of genuine toner are present on Kyocera’s and many of our channel partners’ websites.
Mark Newman general manager – velocity and annuity channels
Genuine supplies are rigorously reviewed by “
OEMs to ensure they fully comply to all regulatory requirements – usually at a minimum – and will be harmful to people or the environment.
“Buying cheap is false economy. Today’s squeezed margins and procurement budgets mean even those in the know are turning to compatibles as a painful necessity – keeping fingers crossed that devices tick-over and quality issues such as light prints, vertical lines, toner that rubs off do not surface. Compounded by toner dumping and differing stated yields, the end user is often sold short.” Reseller role This means that resellers have a role to play in promoting the benefits of genuine consumables to customers. “Print quality and reliability are key,” says Mark. “But equally important are safety, sustainability and security. Genuine supplies are rigorously reviewed by OEMs to ensure they fully comply to all regulatory requirements – usually at a minimum – and will be harmful to people or the environment. “Typically, safety data sheets for each individual SKU are posted to the manufacturers’ websites; this is something generic manufacturers never do. Unlike aftermarket brands, OEMs all offer collections programs to ensure that the collected supplies are either remanufactured or recycled in an environmentally responsible manner. “Lastly, genuine supplies offer the very best security. The proprietary chip is tightly controlled by the OEMs and users are assured that there’s nothing on the chip which could compromise their network security. With aftermarket alternatives there’s really no knowing.” Provenance and performance Steve adds that choosing genuine is about provenance and performance. “You wouldn’t put generic oil into a sports car as you wouldn’t get the best out of it,” he says. “Only Kyocera toner will provide the quality,
low running costs and reliability customers expect from our devices. Resellers could build this into sustainability-led sales and marketing initiatives highlighting the energy savings and ecological benefits of sticking to genuine.” Steve adds that Kyocera’s cartridges are 100% recyclable and are independently tested to output a specific number of pages, the volume expected to maintain low total cost of ownership. Again, this is not something that can be verified with generic consumables. In addition, OEMs such as Kyocera often have targeted ESG goals, and prioritise things like environmental conservation and workplace safety. Manufacturer schemes for consumables can help to mitigate costs too, Steve says. “Working towards a sustainable future is so intertwined in Kyocera philosophy that our schemes are focused on mitigating environmental costs,” he says. “Our Take Back Toner service enables customers to recycle used Kyocera cartridges via a free collection service where plastics and polymers are turned into recyclate for reuse in the manufacturing of new products. “In the UK our Carbon Neutral programme extends the CO2 offset to consumables for every product in our range. Registered customers receive a certificate of authentication but undermine that climate protection investment if they switch to compatibles.”
Steve Pearce group head of marketing Kyocera Document Solutions UK
Back Toner service enables customers to recycle used Kyocera cartridges via a free collection service where plastics and polymers are turned into recyclate for reuse in the manufacturing of new products.
Click here to download a pdf version
1st Group A
2nd Group C
New Zealand Norway Philippines Switzerland
1st Group E
2nd Group G
Spain Costa Rica Zambia Japan
Introducing the Samsung Interactive E-Board WA65C Unleash limitless learning!
Australia Ireland Nigeria Canada
England Denmark China PR Haiti
Move with Style MOBILE CART
1st Group F
2nd Group H
1st Group B
2nd Group D
In the Channel Media
5 1st Group C
2nd Group A
D OF 16
6 1st Group G
2nd Group H
USA Vietnam Netherlands Portugal
b Winner 5
Sweden South Africa (RSA) Italy Argentina
Contact Exertis AV Today Barco@exertis.co.uk Wireless Presentation Solutions
3RD PLACE PLAY-OFF
France Jamaica Brazil Panama
LG Video Walls Connect - Engage - Inspire
Germany Morocco Columbia Korea Republic
d Winner 7
8 1st Group H
2nd Group F
Manufacturing Codes & Skus
D OF 16
7 1st Group D
10372538 55VSH7J 10372178 55VM5J
2nd Group B
w ww w. ewx e. er txies .rct ios. uc ok . u k
19Page 1 Page 2 Page 3 Page 4 Page 5 Page 6 Page 7 Page 8 Page 9 Page 10 Page 11 Page 12 Page 13 Page 14 Page 15 Page 16 Page 17 Page 18 Page 19 Page 20 Page 21 Page 22 Page 23 Page 24 Page 25 Page 26 Page 27 Page 28 Page 29 Page 30 Page 31 Page 32 Page 33 Page 34 Page 35 Page 36 Page 37 Page 38 Page 39 Page 40 Page 41 Page 42 Page 43 Page 44 Page 45 Page 46 Page 47 Page 48 Page 49 Page 50 Page 51 Page 52
Powered by FlippingBook