Print in the Channel - issue #14

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Issue #14

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COMMENT

Increasing returns Businesses in a range of sectors are increasingly demanding employees return to the office – for at least some of the week – and this presents opportunities for print resellers.

It is coming up to the fourth anniversary of when then-Prime Minister Boris Johnson addressed the country live on television and gave the instruction for everyone to stay at home to try and prevent the continuing spread of the COVID-19 pandemic. For many people, it changed their lives overnight, and saw millions of people become home workers. For many, it was a change that they enjoyed and many have remained home

out more on p28. Along with the growth in demand for office printers will come more orders for printer consumables – more good news for resellers. But increasingly customers are seeking consumables that are more sustainable – and there are now plenty of options on the market. Resellers have an important role in advising customers on what is available and the benefits of them. Read more on p50. Another product range

Dan Parton

workers since – or developed hybrid arrangements where they work at home for a portion of the week and in the office for the remainder. But as memories of the pandemic fade,

that is experiencing a growth in demand are linerless label printers

– and estimates say it is set to grow for at least the rest of the decade. Businesses in the logistics, retail, healthcare, grocery and fast food industries – among others – are

many business owners – from multi-nationals to SMBs – are now encouraging their employees to return to the office on a more permanent basis.

increasingly looking to linerless solutions, and for many reasons, including productivity, sustainability and health and safety. Read more on p41. The return to the office is just one of several opportunities in the print market that resellers should be looking to capitalise on this year and is fuelling a sense of – admittedly still somewhat cautious – optimism for the rest of 2024. Something we haven’t seen much of since pre-COVID days. As ever, I hope you enjoy the issue. If there are any topics you would like to see covered in future issues of Print in the Channel – or if you want to submit a feature, op-ed or news story – please drop me a line at dan@newsinthechannel.com. It would be great to hear from you.

Setting aside the arguments for and against this – and there are many on both sides – what the return to the office does mean is that there are opportunities for print resellers to capitalise on. For instance, demand for multifunctional printers (MFPs) for the office is increasing. Part of the reason for this is need as there are more employees in the office printing more documents, but also many businesses have hung onto their existing MFPs for longer than they usually would during the pandemic period and are now looking to finally upgrade. But what businesses want from their MFPs is changing too, reflecting the increasing move to the cloud and desire for sustainability. Find

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00 03

CONTENTS

News You should know p6 Profile: Loftware Helping resellers p14 People News New appointments p20 Product Launch HP Color LaserJet Pro 3000 series p22 Product Review Zebra ZQ630 Plus Series p24 MFPS Growing demand p28 Legal & Financial Sector Helping to achieve change p34 Product Launch Canon i-SENSYS, i-SENSYS X and imagePROGRAF GP p38 Linerless Label Printers Opportunities for resellers p41 Sustainability in Consumables Sustainable options p50

Product Review: Zebra – p24

MFPs – p28

Demands for MFPs continues to grow, but what customers demand of them is changing – including an increasing move to the cloud – and this provides resellers with opportunities to capitalise on.

Zebra’s ZQ630 Plus range of mobile printers with Wi-Fi 6 connectivity aims to enhance workflows for businesses in a range of sectors while maintaining security – something that is increasingly important for connected businesses.

Sustainability in Consumables – p50

As customers look to become more sustainable, every aspect of the business is being scrutinised, and office printer consumables are no exception.

Profile: Loftware – p14

With a move to cloud among many warehousing and supply chain operations ongoing, Loftware is ideally placed to capitalise on this and help resellers within this market to do similar.

CONTENTS

Linerless Label Printers – p41

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. © 2024 In the Channel Media Ltd.

Linerless label printers are increasingly in demand among customers in a range of sectors due to various factors, including improvements in productivity and sustainability and this is set to continue for years to come – meaning there are plenty of opportunities for resellers.

People News – p20

• Epson Europe appoints new corporate sustainability director • Paula O’Brien joins Ricoh UK as director of sales

Legal & Financial Sector – p34

Product Launch: Canon – p38

Canon has recently expanding its printer portfolio, by launching upgraded versions of its bestselling i-SENSYS & i-SENSYS X office printers as well as its new imagePROGRAF GP series of seven- colour large format printers.

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:

The legal and financial sectors continue to rely on print, but their needs are changing – including a move more towards digitalisation – and resellers have a vital role in helping businesses to achieve the changes they are looking for.

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NEWS

TD SYNNEX extends OpenMPS to support Epson Workforce A3 series

TD SYNNEX has integrated the Epson Workforce Enterprise series of A3 copiers and printers into its OpenMPS managed print service. This gives partners the opportunity to offer customers remote monitoring, automated cartridge replacement and on-site warranty cover, along with the energy- and waste-saving benefits of Epson’s unique Heat-Free inkjet technology, from the point of installation. The OpenMPS service empowers partners to manage all their end customers’ printing devices, with automated shipments of supplies, remote monitoring of print devices and on-site warranty cover. Partners have full control over customer pricing and receive automatic alerts when consumables orders are placed. Smart dashboarding and full reporting allows them to view all orders and shipments in one place, and enhanced data checking protects against fraud. The integration of the Epson Workforce series into OpenMPS allows partners to offer a complete end-to-end service on these devices. This is significant because there have been few A3 options available for partners to take to market, said Peter Lunn, managed print lead, UK, TD SYNNEX.

“With on-site warranty cover for all the leading brands and really simple remote monitoring and ink replenishment, OpenMPS enables partners to add more value to every print device and increase their managed services subscription income,” he said. “It’s an easy and effective way for SMB partners to start offering managed print services. “Support for the Epson Workforce series provides partners with a really good solution from a top-name brand that they can take into shared environments where A3 is an absolute necessity. Add to this the energy saving benefits of Epson Workforce series and you have a very attractive value proposition indeed with a broad market appeal.” Peter believes there will be good opportunities in the market with OpenMPS and the Epson Workforce series. “A lot of organisations have been holding back on spending, but are now looking to update shared printing devices, so there is some really good potential out there,” he said. “When they do commit to upgrading, customers will not want to compromise on performance or energy efficiency and with the Epson Workforce they don’t have to – they get high print speeds, exceptional quality and lower overall costs.”

Peter Lunn managed print lead, UK

uk.tdsynnex.com

Kyocera Golf Club Classic enters eighth year

Kyocera UK has announced it will continue to sponsor the UK’s only national club team competition for the next three years. Now in its eighth consecutive year, Kyocera Document Solutions UK announces a change of brand from Kyocera-Annodata to Kyocera under a new three-year headline sponsorship. Formerly known as the ‘Annodata’ the tournament is now the Kyocera Golf Club Classic. It is operated by Matchplay Golf. After a series of knockout matches, seven rounds in total, played throughout 2023, the semi-finals and final are due to take place at the 5* Barceló Montecastillo resort in Jerez, Spain in March. The event has brought together the best amateur players from golf clubs across the country, with 380 ladies’ teams and 350 men’s teams competing this year. Four ladies’

and four men’s teams have qualified for the showpiece event in Spain. The ladies teams battling it out for a place in the final are: Bolton Old Links GC, Worthing GC, Perranporth GC & Stoke Rochford GC. The men’s teams are: Foxhills GC, Drax GC, Woburn GC & Ryde GC, with the overall winners earning the title of National Golf Club Champions. In keeping with Kyocera’s focus on sustainability, Matchplay Golf is sourcing reusable water bottles locally in Spain, removing unnecessary plastic from the course and reducing the competition’s carbon footprint. “We’re pleased to have Kyocera Document Solutions UK on board as sponsor for another three years,” said Liam Davies, tournament director, Matchplay Golf. “We’ve been thrilled with the success of this year’s event and are already CONTINUED

NEWS

Konica Minolta certified for people practices

Konica Minolta Business Solutions (UK) Ltd has been recognised for its excellence in people practices for a seventh consecutive year, with certification by the Top Employers Institute. The Top Employers Institute is a global authority on recognising excellence in people practices. Its certification programme enables organisations to assess and improve the workplace environment. Since it was last certified in 2023, Konica Minolta has continued to expand and refine its commitment to existing and new employees with a range of initiatives focused on workplace wellbeing, career development and volunteering. Konica Minolta’s career development programme continues to evolve, enabling the company to attract people from different walks and stages of life, as well as providing them with a clear career path and opportunities to progress. This includes Early Careers Business Professional apprenticeships that gives opportunities to school and college leavers. In 2023, the company announced that every UK employee will be encouraged to spend

one working day per year volunteering. Konica Minolta has also extended its Wellbeing strategy through the Breathe Employee Resource Group, a group of wellbeing enthusiasts that represent all areas of the business. In 2023, this strategy became a focus for Konica Minolta, with all people leaders participating in Mental Health Awareness Training. The company also launched two Wellbeing Toolkits for employees and people leaders that provide resources and signposting methods regarding mental health, as well as guidance to help leaders look after their team's wellbeing. Gemma Lee, chief people officer at Konica Minolta Business Solutions (UK) Ltd, said she was “incredibly proud” that the company has been awarded the accreditation for a seventh year. “This is due to the dedication of all our employees to create an inspiring and inclusive place to work,” she said. “Also, a huge thank you to the Konica Minolta people and culture team, who work continually to develop and enhance our employee-centric programmes.”

Gemma Lee chief people officer

konicaminolta.co.uk

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taking entries for the 2024 Kyocera Golf Club Classic. For those in this year’s semi-final and final, we would like to wish them the best of luck and may the best team win!” Rod Tonna-Barthet, CEO, Kyocera Document Solutions UK, added: “We are delighted to continue our sponsorship of such a prestigious national golf event for the

UK’s amateur grass roots golfers, this time under the Kyocera brand (of which previous sponsor Annodata is a group company). “At Kyocera we enjoy our sports, and you don’t have to look very far to see this in our company culture. We promote healthy, active lifestyles and many of our employees are keen golfers.”

Epson placed on top environmental list

Epson Corporation has been placed on the A list for its achievements in tackling climate change and water security by CDP, an independent not-for-profit charity that runs the global environmental disclosure system. Each year, CDP encourages companies to measure and manage their risks and opportunities related to climate change, water security and deforestation. CDP does this at the request of investors, purchasers and city stakeholders, which use the information to make decisions about the companies they choose to invest in. Epson believes it was recognised for delivering on its range of carbon-reduction measures. Recent initiatives include implementing and completing a programme to transition to 100% renewable electricity at Epson Group sites around the globe. “Receiving a CDP ‘A’ in two of the categories – climate change and water security – sends a powerful message to our customers, business partners and investors,” said Mr Nagafusa, president of Epson Europe. “It shows how Epson is deeply committed to

achieving carbon negative in all its global operations. The latest CDP A rating provides further evidence that we are serious about tackling climate change and preparing our business for the future.” CDP evaluates companies’ environmental activities on behalf of more than 740 institutional investors worldwide with a combined $136 trillion in assets. The results of the questionnaires are used to assess companies in terms of environmental performance for the world’s leading socially responsible investment indexes used by ESG investors. Of more than 23,000 companies that disclosed information through CDP, less than 2% made the A list. Epson was one of a small number of companies to receive an A in two categories. In addition to being an important statement to institutional investors making ESG investment decisions, Epson believes that this listing sends a powerful message to customers looking for products and services that reduce their environmental footprint, as well as to business partners and other stakeholders.

epson.co.uk

Supporting partners and suppliers more crucial now than ever, says Kyocera

New data has revealed that the UK saw a 14% increase in insolvencies in 2023, driven primarily by higher interest rates, in turn caused by global political instability and rising living costs. Businesses are clearly finding it difficult to manage their finances amid a great deal of uncertainty. Despite this, Kyocera believes that with the right approaches in place and a positive mindset in terms of developing relationships with suppliers, there is every chance supply chains can continue to thrive. “One crucial lesson that we should take away from the increased insolvency numbers is that relationships are important,” said Rod

Tonna-Barthet, CEO at Kyocera Document Solutions UK. “It is more crucial now than ever to build and maintain strong connections with current and potential partners, as we are more likely to weather storms like this one if we work together. “Take steps to engage more closely with your suppliers, check in on how they are doing, and foster a culture of openness and transparency where all parties are comfortable discussing their challenges. After all, every company in the supply chain is heavily dependent on the others for long-term success.” To achieve this, there are several steps businesses can take. “Regular meetings are

Rod Tonna-Barthet

kyoceradocument solutions.co.uk

NEWS

essential for building lasting relationships with suppliers and ensuring resilience in the supply chain,” Rod added. “Outside of these, many tools can be used to improve communications and keep all parties abreast of any developments. “These include direct messaging and document-sharing tools. You can quickly resolve any issues you have with suppliers by keeping track of your conversations in a structured and centralised way. Weekly or monthly meetings with suppliers to discuss best practices and new collaborations, as well as ensure that KPIs are correctly aligned and adjusted where necessary,

are a great way to maintain healthy relationships and ensure you can provide support to your suppliers when needed. “Training is also vital for equipping your partners to be as successful as possible, especially for channel partners who are reselling your products and solutions. “There’s never been a better time for organisations and their partners to form closer

bonds, re-evaluate their relationships and figure out new ways to support one another. Put the work in now, and the entire supply chain will become more resilient both during tough times and the calmer periods to come.” Konica Minolta celebrates first year of enhanced Partner Programme

Konica Minolta Business Solutions (UK) Ltd is celebrating a successful first year of its enhanced Partner Programme and Partner Portal, which has seen unit sales of A3 and A4 multifunctional devices increase by 128% compared to pre-pandemic figures. The company now also has 28 solo-branded ‘Exclusive Partners’ throughout the UK, all benefitting from being an extension of the Konica Minolta brand. Encompassing office, professional and industrial print, along with IT solutions, Konica Minolta’s channel development programme has seen 32 new resellers added through a careful process that avoids potential sales or geographical conflicts with existing partners, protecting the business interests of all parties. To support this ongoing growth Konica Minolta has expanded its Partner Support management team to offer personal one-to- one support for lead generation, customer bids (including pricing and after-sales support), along with additional marketing and PR support to ensure partners get all the visibility they need to compete in the market. “Over the last year we have continued to further develop our offering in line with our commitment to our partners,” said Cameron Mitchell, business leader for indirect channel at Konica Minolta. “This includes building and developing a framework for Professional Print Accreditation, along with new partner onboarding. With the business IT and print market continuing to evolve rapidly, our Partner Programme is geared towards supporting our partners as they evolve with it.” The Konica Minolta Partner Programme is

also geared towards enabling professional print providers to move into industrial print and labelling. “With many print businesses looking to diversify and deliver a broader range of services, there are huge opportunities for our partners to deliver Konica Minolta’s powerful but flexible and cost-effective AccurioLabel range of digital presses,” said Cameron. “These presses offer greater flexibility of set-up and use, with a cost-effective pay-per- click approach, which enables professional print houses to offer more to their customers. With Konica Minolta’s broad expertise in print, our Partner Programme is designed to actively support and reward partners looking to diversify and embrace these opportunities.” Konica Minolta’s enhanced Partner Programme includes the ‘Exclusive Partner’ scheme, which recognises and rewards those that solely sell its hardware products and services, as well as recognition of those that specialise in specific/specialist areas with specific and unique incentives and rewards. Being a Konica Minolta partner adds further value, Cameron explained. “Undoubtedly our partners appreciate added-value support with sales, marketing and PR, along with special pricing and attractive mergins,” he said. “We also focus on partner events that deliver tangible benefits, networking with other partners and building a community of support that is exclusive to Konica Minolta partners.” Further Partner Programme enhancements are planned for the year ahead and beyond, including the use of a new customer engagement facility from Spring.

Cameron Mitchell business leader – indirect services

konicaminolta.co.uk

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NEWS

Lexmark launches connected retail solution

Lexmark has launched its new Lexmark Engagement Automation Platform (LEAP), designed transform customer interactions and drive sales with hyper-localised, automated social media posts. Today, driving foot traffic to local shops is crucial for maximising sales and establishing a strong customer base. To achieve this, shops are using technology solutions such as LEAP to automate personalised promotions. LEAP simplifies the automation of personalised promotions, ultimately boosting foot traffic and enhancing customer engagement, streamlining the process of scheduling geo-targeted sale ads, effectively connecting with customers through their loyalty program app and social media platforms and gathering valuable insights for data-driven decision-making. “LEAP is designed to automate personalised promotions, connect with customers across multiple channels, and provide advanced analytics and reporting capabilities,” said Arjan Paulussen, managing director Lexmark UK, Western Europe and English-speaking Africa. “LEAP allows retailers to simplify the promotion process and makes it easy to create and schedule targeted ads for each shop, ensuring maximum impact and relevancy.” Whether it’s an ad to reduce shrink (including food waste), a sale focused on an inventory imbalance, a new product

launch, or a special event, LEAP makes it easier to automate one-to-one promotions. Merchandisers and shop associates can trigger hyper-personalised sale posts and boost ads based on individual shop inventory conditions through loyalty program apps and social media platforms like Facebook and Instagram. With its advanced analytics and reporting capabilities, LEAP provides the insights needed to measure success and make data-driven decisions. The LEAP platform supports retailers to acheive: l Engagement: To engage shoppers, centre promotions around customer buying patterns with an engagement automation platform that posts localised content — such as shop-specific offers, events and locally grown produce initiatives l Automation: Schedule and manage automatic localisation and delivery of corporate promotional messaging with an engagement automation platform to reach consumers through social media with hyper-local content around each shop or audience region l Loyalty: Attract local customers with an engagement automation platform that sends store- and corporate-initiated offers to geo-fenced social media apps and loyalty program applications.

Arjan Paulussen managing director,

UK, Western Europe & English-Speaking Africa

lexmark.com

Epson scanners secure DataMaster recognition Epson scanners have secured seven positions

“Compressing file sizes to reduce storage space has typically meant compromising on image quality,” said Edward Bilson, technical director, DataMaster Lab. “It’s a false economy and one many have come to regret when they discover their files are unusable. As we automate increasing volumes of our data workflows, image and character clarity will become more critical and the challenge will be to balance quality and storage cost. Thankfully there are solutions out there as our Top Ten list goes to show.” Chris Jones, Epson Europe, added: “Combined quality images and efficient file sizes has been something Epson has been delivering for years. We’re delighted that DataMaster has recognised these attributes within our scanners and the value they offer to businesses as they increasingly move towards automation.”

in a Top Ten list compiled by DataMaster Lab to identify the best performing scanners when it comes to combining high quality images with reduced file sizes. The international testing lab reviewed hundreds of products and tested them against numerous criteria. It compiled the Top Ten quality/file size list for scanners to support increased demand for products able to deliver against both requirements. The scanners featured were: Epson DS- 730N, DS-780N, DS-360W, DS-32000/DS- 30000, DS-790WN, ES-C380W and DS-C330. Ensuring high quality, readable images as well as reduced file sizes is becoming more important in increasingly digitalised workflows. Ensuring images and text can easily be read and accurately interpreted by software is becoming critical in many sectors.

Edward Bilson technical director

datamaster.fr

LEXMARK

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LOFTWARE

Lofty ambitions

With a move to cloud among many warehousing and supply chain operations ongoing, Loftware is ideally placed to capitalise on this and help resellers within this market to do similar.

It is a time of change in the supply chain, warehousing and logistics sectors. As the global supply chain becomes ever more complex – and with greater amounts of materials and products travelling across the world than ever – there is a need to oversee it more closely than ever. As a result, there is a wave of cloud adoption and automation among businesses in the sector, according to Paul Vogt, VP partner strategies at Loftware. “The supply chain is a physical environment, it’s all about moving physical items across the globe, which is I think why the supply chain has been slower than some other sectors to adopt cloud,” he says. “But now I’m seeing many more companies in the supply chain specifying cloud.” This is backed up by results from Loftware’s recent global survey, which draws on insights from more than 300 labelling, packaging, and supply chain professionals across industries in 55 countries. It found that investing in cutting-edge technologies such as cloud computing, AI and IoT solutions is no longer a tactical necessity but an enabler for business growth and agile supply chain operations. “Some of it is about modernisation but regulation is driving it too, and some of that regulation is tied into the sustainability agenda and demand for certain standards on that,” adds Paul. He points again to the results of Loftware’s

survey, which found that 77% of respondents said that they are actively working on projects directly impacted by stricter regulations related to sustainability. “That includes things like reducing fuel, waste, packaging materials, tightening the supply chain to avoid loss and counterfeit,” he says. Paul adds that businesses are looking to solutions such as Azure, AWS, Google Cloud, as they are renowned for being secure. “That old fear of security and data protection issues with cloud is going away and customers see that the advantages are so overwhelming,” he says. “People can work from anywhere and always have full visibility of their supply chain – they can literally tap into what is going on at a supplier in Hong Kong, Havana or Hawaii. That is blowing the minds of our customers, they love it.” Software boost This move to cloud helped boost Loftware during 2023, which in general was a year where the market was still working out the problems from the previous years, even if some were trying to deceive themselves that everything was back to normal, Paul adds. “In the software world we did very well, but our hardware partners and our partners who supply hardware to end users had a really tough year,” he says. “We saw a spike in 2022 in hardware sales when the supply chain had its blip. But last year the supply chain issues seemed to be coming to a resolution and we saw an uptick in software demand. “In 2023, I don’t know whether it was consolidation or customers were reorganising themselves but in general they didn’t buy hardware, but they did buy software. Great for us, bad for hardware providers. But our partners who work directly with end users providing systems were very busy. As a result, we were very busy with a lot of SAP, Oracle Netsuite and Microsoft Dynamics implementations as end users were looking to streamline and improve the processes of supply chain printing.”

Paul Vogt VP partner strategies

loftware.com

Some of it is about “

modernisation but regulation is driving it too, and some of that regulation is tied into the

sustainability agenda and demand for certain standards...

”

LOFTWARE

Embracing traceability Another reason for investing in the cloud and supply chain printing solutions is help enhance the traceability of products wherever they may be in the supply chain. “In the supply chain, there is an emphasis on data,” says Paul. “Companies are embracing traceability, which is all about tracking and tracing the physical product. But the way they do that is by capturing the data that’s on the label or the RFID tag that is identifying the physical product. “As soon as you’ve captured that data goes up into the cloud. I’m sat in London, and I have full visibility of where my product is, in what conditions it is, at what speed it’s going, where it’s being routed, where it’s going to end up and when. And I know exactly where it came from. “Being able to track from raw materials, components and ingredients right the way through the supply chain to the consumer is the vision, but we’re not there yet. We’re getting there, but that’s very much where regulation and customer demand is driving it.” Consumer demand is driving traceability, he adds. “Previously, track and trace back through the supply chain was very much driven by efficiencies and cost reduction. But now 82% of our survey respondents said that it’s consumer preference that increasingly is the main driver behind these track and trace sustainability initiatives, which we found interesting, because that means it is consumer demand that’s saying suppliers have to be fair trade and they want to see where the ingredients came from and that the product they are buying was developed sustainably and by workers who were paid properly.” Increased traceability helps to back up any claims to ethicalness or sustainability that the manufacturer or retailer makes. “The supply chain has got so sophisticated that it’s possible to have ingredients, components or raw materials in your product, literally from anywhere in the world,” Paul says. “The consumer is now demanding to know where from exactly. That can be hard for a local manufacturer who’s sourcing ingredients from all over, which is possible, but our technology enables them to have that information. “Cloud is the enabler behind what customers

are asking for. We’re seeing all the ERP and business systems are moving to the cloud, which is enabling this kind of track and trace. “Along with that, the RFID software providers with whom we work are all going to the cloud too. And we work with data platforms that manage to capture data printed by us in Hong Kong, Havana and Hawaii and can make that data available to the brand, the supply chain owners. “We’re seeing the fulfilment of the promise that’s going back years, where a supply chain print software supplier like us is working with SAP, Kesla, Tracelink, data providers and RFID providers. You have this incredible supply chain of technology and data making all visibility possible.” Milestone events All these changes in the market helped Loftware to hit a key milestone in 2023 – the company calculated that more than 51 billion labels were produced using its technology during the 12 months. “That is pretty mind blowing,” says Paul. “And that is global, which shows the reach and the impact that we’re making, whether it’s in food, life sciences, chemicals, consumer packaged goods, automotive, electronics, it right across the spectrum of industry. It’s also indicative of how the supply chain is automating and making the next stage of track and trace and sustainability possible.” Increasing complexity As part of this, the labels themselves are getting much more complex: it’s not just a sticky label with some print on it anymore. It’s so much more than that, which makes things

“

The supply chain has got so sophisticated that it's possible to have ingredients, components or raw materials in your product, literally from anywhere in the world.

”

CONTINUED

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CONTINUED a whole lot more complicated, but provides more data and security, especially for anti- counterfeit measures. “Again, as you get visibility over your supply chain, you can identify holes and gaps and fill them,” says Paul. “Two areas that are critical here are pharmaceuticals, because you don’t want to get rogue pharmaceuticals into the supply chain and food – again, there are horror stories of contaminated food or fake food getting into the supply chain. Those two are areas of where our technology is being applied in a very practical and vital way to protect the supply chain.”

“What many are doing now is centralising and streamlining. So their production facility, their warehouse facility, their receiving warehouse and shipping are all on the same printing and data capture systems, and we’re a part of that. “We hit another milestone last year of having 20,000 printers connected into our cloud. That’s 20,000 devices which are part of this new connected chain, so that individual customers have got visibility and control over everything they’re printing. “Companies are trying to reduce the number of software packages and different processes they’re having, simplifying it, streamlining it, ideally into one process. So that’s a big thing. Companies are adopting our printing platform as the standard throughout their supply chain.” Bright future With these strong trends set to continue into 2024 and beyond, Paul is optimistic for Loftware – and the wider print sector’s – prospects for the future. Moving to the cloud has an impact for channel partners, and while it might not be easy to do – and it requires a big shift in business model – now is the time to do it, Paul says. “Part of my job is to support our partners to make that shift, to make it as painless as possible,” he says. “Those that made the shift three, four years ago are now really seeing the benefits of it. “It can be tricky, because you actually reduce your income on day one, as rather than selling a perpetual licence for the full value, you sell just this year’s portion and then next year you invoice for that again, and then next year you invoice for that again. In year one, it’s quite hard, but the results are there over the medium-term and that’s what we are looking to.”

Changing demands This is also indicative of how customer

demands are changing, and how innovation is being driven by this. But where will it go next? Paul points to a result from Loftware’s recent survey. “This was the highest number in our survey, so it was very eye catching: 91% of respondents said they are seeking a single printing platform,” he says. “What that means is, again, the digitisation of the physical supply chain. In other words, automating, simplifying, streamlining the IT behind the supply chain. “Companies have been doing barcode supply chain for 30 years. Of course, legacy system after legacy system has grown up over the years, with little fixes here, a little solution there. So now, you get these modern, sophisticated companies with a broken supply chain, because in my area of printing, they’ve got one print solution over here and another there and another there, and they’re all disconnected. “Supply chain owners now realise this presents a risk of error and they’re facing fines for mistakes, and it’s costing them money to maintain all these systems. Thirdly, and probably most importantly ultimately, is lack of traceability, because if they’re disconnected, then they can’t see what’s going on.

“

So their

production facility, their warehouse facility, their receiving warehouse and shipping are all on the same printing and data capture systems, and we're a part of that.

”

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PEOPLE NEWS

Epson Europe appoints new corporate sustainability director

Epson Europe has appointed Boris Manev as its new corporate sustainability director. His appointment comes as the organisation looks to accelerate its sustainability and decarbonisation programme aimed at achieving carbon negative and becoming underground resource free in line with its corporate mid-term strategy and 2050 environmental vision and commitments. Boris joined Epson in 2011 as an environmental specialist and in 2018 was appointed head of sustainability and government affairs for Epson EMEAR. Prior to joining Epson, he worked with a Norwegian- based environmental NGO promoting sustainable technologies in the EU and co- founded an environmental youth movement and NGO in his home country of Macedonia that aimed to increase young people’s awareness of sustainability. “Epson has a long history in manufacturing energy efficient, compact and precise products and is now recognised as a leader in sustainable technology,” said Boris. “I look forward to further accelerating our

transformation towards sustainability in all areas of our operations. This includes making our 2050 environmental vision towards decarbonisation a reality and communicating the sustainability value proposition of our products and services. “We have a wonderful, dedicated, passionate and highly qualified sustainability

team at Epson and I look forward to harnessing our combined skills as we

work together to deliver more sustainable technology that improves the quality of lives in the communities and societies we serve across Europe. I am especially keen to demonstrate how profit and sustainability can be mutually inclusive and short-term economics can be aligned to support longer term sustainability goals through integration of sustainability in corporate business models and programmes.” Boris holds a BA in International Economics and International Communications from the American University of Paris and a MSC in Environment and Resource Management from the Vrije Universiteit in Amsterdam.

Boris Manev corporate sustainability director

epson.co.uk

Paula O’Brien joins Ricoh UK as director of sales and sales teams are set to benefit greatly from the wealth of experience and the people-first approach that Paula brings to the role. Paula’s leadership and clear vision for the future will be crucial in underpinning Ricoh’s market position as we further

Ricoh UK has announced Paula O’Brien as the new board director of sales, succeeding Glenn Griggs, who was appointed to lead Ricoh UK as CEO in July 2023. Paula has more than 30 years of sales experience across a range of digital services and IT portfolios. Most recently, she headed up the enterprise retail division at Amazon Web Services (AWS) where she was responsible for driving year-on-year growth as well as spearheading key strategic initiatives as part of the UK senior leadership team. Prior to AWS, she held senior positions at Xerox and Capgemini. She will be leading a team of more than 250 salespeople in the UK, responsible for delivering growth and driving value for Ricoh’s customers within the direct sales channel at different stages of their digital transformation journeys. “I am delighted to welcome Paula to the Ricoh family,” said Glenn. “Our customers

develop our service offerings, starting with becoming the leading workspace integrator in the UK.” Paula added: “It’s an incredibly exciting time to be joining Ricoh as both the company and the market are in a period of evolution. We have a great opportunity to help our customers solve a plethora of business challenges and support their business and technology functions, in what is an increasingly complicated digital journey. “I look forward to working with Glenn and the rest of the leadership team to deliver success for our people and our customers and can’t wait to meet and listen to my new colleagues as I get to know the business.”

Paula O’Brien director of sales

ricoh.co.uk

REPORTS

BI Reports

With live metrics continuously running and the channel in constant motion, our commitment to access to unbiased data ensures that there is always something fresh to report on. To meet this demand for real-time insights, we have curated specialised packages generated directly from our BI engine. Each report, signed off by our lead analyst monthly, is a critical tool for understanding and optimising your position in the channel.

CHANNEL POWER REPORT The Channel Power Report goes beyond surface-level analysis, providing a comprehensive understanding of a brand’s position in the channel. By evaluating market movement, stock status, and trend tracking – the three pillars of channel competition – we distil

this data into the crucial Brand Power Metric. Delving into each performance area, the report not only explains the factors influencing brand performance but also compares it with competitors. Gaining actionable insights into your brand’s journey in the channel landscape. and categories, and applying marginal analysis, we empower resellers with data-driven decision-making. Moreover, our predictive analysis, based on years of historical data, forecasts the state of the channel in the coming month, providing a strategic advantage in planning and pricing.

channel power report july 2023

category: scanners

brand: Canon

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complexities of the channel, our Reseller Report is a game-changer. This report takes the guesswork out of finding opportunities, offering a consolidated view of the channel and product performance. By analysing search trends, top-selling products,

Contact our sales team today to discuss which report and categories align with your business objectives. Transform your decision-making process and embrace success in the ever-evolving channel landscape with Stock in the Channel ’s BI reports.

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HP launches new HP Color LaserJet Pro 3000 series

HP has launched its HP Color LaserJet Pro 3000 series of printers, which aim to bring enterprise colour quality printing to small- and medium-sized businesses with sharper colours and faster print speeds, but also reduced energy consumption.

For small- and medium-sized businesses (SMBs) in a wide range of sector, printing remains critical to their everyday functions. Indeed, with 80% of SMBs preferring to work with a mix of digital and printed materials, according to the results of international HP research from September 2023, impact and quality are vital. More importantly, colour inspires teams to create, enables conversation and helps make the business stand out to attract new and existing customers. HP appreciates this and, to cater for customers that require high performance in a small footprint, the company has launched its Color LaserJet 3000 series, the latest addition to its office print portfolio. The Color LaserJet 3000 series is the latest device powered by energy efficient TerraJet toner technology, enabling sharper colours

and fast print speeds for growing businesses. The printers were launched at the HP Amplify Partner Conference 2024, HP’s annual event, held in Las Vegas. The Color LaserJet 3000 series was just one of a range of products launched at the event, held in early March, which also included laptops and cameras designed for meeting rooms. “In the era of hybrid work, as businesses reimagine their workspaces, the demand for high-performance solutions in small and flexible offices is on the rise,” says Tuan Tran, president of imaging, printing and solutions at HP. “With our new Color LaserJet Pro 3000 series, featuring innovative TerraJet technology, we deliver exceptional colour quality, professional speed, and energy efficiency in a compact design. By optimising printer manageability, we enable SMBs to

Tuan Tran president of imaging, printing and solutions

hp.com

HP LaserJet Pro 3300

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save money, time, and effort, while ensuring high-quality prints, safeguarding sensitive

information and effortlessly adapting to collaborative and growth-oriented environments.”

The tools businesses need The new HP Color LaserJet Pro 3000 series delivers the tools small businesses need including: l Increased reliability with Wi-Fi® 2 that automatically reconnects to stay online l The fastest duplex and first page out in class l Industry leading quality and pro level security l Smallest footprint of any device in its class. HP’s next generation toner technology, Terrajet, has a unique toner formula that enables richer and sharper colours. Terrajet technology will provide the new Color LaserJet Pro 3000 series customers with 11% more vivid colour and 18% faster printing speeds, according to the company. In addition to the improvements on the 3000 series, TerraJet also enables up to 27% reduced energy consumption and up to 28% reduction of plastics in toner cartridges, which can help customers to achieve their sustainability goals – something that is becoming increasingly important for businesses of all sizes and in all sectors. Consistent solutions The new HP Color LaserJet Pro 3000 series is part of a broader A3 and A4 portfolio that has been completely revamped for the hybrid office, offering consistent solutions for small businesses through enterprise customers. HP was recently recognised for its industry leadership, earning the A4 Line of the Year recognition from Keypoint Intelligence. Presented once a year, this award recognises the best overall hardware lineup based on rigorous lab testing and in-depth market

research. Devices are rated on reliability, value, usability, image quality and speed. “I know how important consistency of performance, user interface and solution enablement are to deploying a large range of products, from low-end desktop printers to floor standing multifunction products,” says Aurelio Maruggi, division president, Office Print Solutions at HP. “Our portfolio helps customers achieve their printing goals with our winning hardware line up enabled by leading solutions.” In addition to the consistency of print capabilities throughout the portfolio, new and improved solutions have been announced by HP Workforce Solutions at the Amplify Partner Conference adding more innovations throughout the print ecosystem. There are five models in the HP Color LaserJet Pro 3000 series line-up, which will all be available from April: l H P Color LaserJet Pro 3202dn, priced from £285 l H P Color LaserJet Pro 3202dw, with a starting price of £305 l H P Color LaserJet Pro MFP 3302sdw, will be priced from £426 l HP Color LaserJet Pro MFP 3302fdn, with a starting price of £457 l HP Color LaserJet Pro MFP 3302fdw, with a starting price of £497.

HP LaserJet Pro 3200

Aurelio Maruggi division president, Office Print Solutions

hp.com

There will be more news and analysis from HP’s Amplify Partner Conference 2024 in the next issue of Print in the Channel .

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