Print in the Channel - issue #8


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


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