Print in the Channel - issue #14

MFPS

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solutions like DocuWare Cloud to speed up business processes and create efficiencies. “Sustainability has become another priority in shaping customer decision-making,” he says. “To reduce environmental impact, companies are replacing older fleets with new efficient models such as the IM C range, which offer a sustainable approach for customers to improve their ESG credentials and reduce their carbon footprint.” Maximising selling MFP opportunities With demand growing for MFPs, there are plenty of selling opportunities for resellers, but they need to ensure they maximise them. To do this, certain qualities of MFPs should be highlighted. “Highlight the MFPs’ speed, reliability and efficiency in handling various printing, scanning and copying tasks,” suggests Deyon. “Features like high print resolution, fast printing speeds, high speed automatic document feeders and duplex printing capabilities to showcase its performance advantages.” He adds that the versatility of MFPs should also be emphasised. “Demonstrate its ability to perform multiple tasks beyond basic printing, such as scanning to email, network folders or cloud storage, copying in different paper sizes and formats, and advanced finishing options like stapling, booklet making or hole punching. “Resellers should also illustrate how the MFP can help businesses save money through features like duplex printing to reduce paper usage, energy-saving modes, low cost per copy, and optional features like follow-me printing or user authentication to minimise waste and unauthorised usage.” Another area to highlight is their user- friendliness and adaptability, Deyon adds. “Talk about the touchscreen interfaces, intuitive controls and seamless integration with existing workflows and software applications. Emphasise features like mobile printing support, compatibility with popular operating systems and network environments, and integration with document management systems or cloud services. “Build trust by emphasising the MFPs reliability, robust build quality and the manufacturer's reputation for quality and customer support. Highlight features like remote monitoring and management capabilities, proactive maintenance alerts and responsive technical support services. “Showcase the MFP’s ability to adapt to

different business needs and scale with growing demands. Highlight customisable features like programmable workflows, expandable paper capacity and modular options for additional functions or accessories.” Sustainability credentials Sustainability is also something that should be highlighted. “Appeal to environmentally conscious buyers by emphasising the MFP’s energy efficiency, eco-friendly design and compliance with environmental standards such as Carbon Zero, Energy Star compliance/

Arjan Paulussen managing director,

certification, and the manufacturers compliance with ESG,” says Deyon.

UK, Western Europe & English-Speaking Africa

James agrees that sustainability is a key area to highlight. “Promote energy-efficient MFPs with features like automatic duplex printing and toner cartridge recycling programs,” he says. “This appeals to environmentally conscious clients and aligns with corporate sustainability initiatives.” Peter adds that things like running costs, security and environmental credentials can all help resellers gain a competitive advantage,” he says. “As a carbon neutral company, Kyocera offers a wide range of carbon neutral initiatives helping customers meet their sustainability goals. Its devices incorporate long-life components to further reduce environmental impact and keep running costs low.” Value But with the economy in recession, resellers should also highlight the value proposition of MFPs, James adds. “Go beyond just selling hardware,” he says. “Emphasise the total cost of ownership, including factors like toner costs, maintenance requirements, and energy efficiency. Demonstrate how MFPs can save costs and improve efficiency compared to traditional printing setups. “Also, highlight the connectivity options (Wi-Fi, Ethernet, mobile printing) and cloud integration capabilities of the MFPs. Explain how these features can streamline workflows, enable remote printing, and facilitate document sharing.” The security of the devices should also be emphasised, James adds. “With the rise of cloud printing and data security concerns, emphasise the robust security features of the MFPs you offer. This includes user authentication, encryption, and document access control capabilities.” James also recommends that resellers stay updated on the latest trends in the MFP

lexmark.com

To reduce environmental impact, companies are replacing older fleets with new efficient models... “ ”

James Turner WPS field expert UK and Ireland, Workplace Solutions