Print in the Channel - issue 22

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Issue #22

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COMMENT

Looking back at 2024 The past 12 months have provided a range of opportunities and challenges to those in the print channel. From the return to the office to the rise of artificial intelligence, it’s been a varied year for the channel, but one where businesses have been able to be successful.

And so, another year draws to a close. Maybe its as I get older, but the years seem to go by now with alarming speed. It doesn’t seem long since I was sat at my laptop writing a column looking ahead to 2024 and here I am looking back over a busy 12 months. Busy it has been. While 2024 has not had the sort of globe-shaking event that some

earlier this year with the launch of its Apeos range. Fujifilm’s UK manager, Hiro Matsui, talks about the company’s entry into the UK market, and its plans for 2025. Read more on p19. Technology is also having an impact on the sector, especially with artificial intelligence (AI) – as it is in many aspects of business now. For instance, in workflow management solutions,

Dan Parton

recent years have had – thank goodness – it has nonetheless been one that has presented challenges for the print channel, but also opportunities. With more people returning to the office, there is hope print volumes may rise – and

AI is helping to make them increasingly automated and efficient, which means they are becoming ever-more attractive to businesses, including SMBs. Read more on that on p23. This time of year, it is also traditional to hand out awards for those that have performed well in the past 12 months. The second annual Stock in the Channel awards – better known as the Stockies – were held in late November. There were more than 50 awards given

that long put-off print fleet refreshes might now be on the agenda too. Meanwhile hybrid workers continue to seek printer and scanning equipment that gives them the opportunity to work optimally wherever they are. These are just a couple of issues from this year. In our review of 2024, plenty more are mentioned as a range of leading players in the sector give their opinion on how the year was for them, their company and the wider channel, as well as briefly looking forward to 2025. Read more on p12. One business that has had exciting year is Fujifilm. The company – well known for its printers for decades in the Asia Pacific region – made its entry into the European market

out, including numerous ones in the print channel. To find out who won – and if you are on the pictures, if you attended the event – go to page 30. This is the final issue of Print in the Channel for 2024, so I would like to wish all our readers a very Merry Christmas and a peaceful and prosperous New Year. Print in the Channel will be back in January 2025 – so if you want to get involved in the editorial side, whether it is news, opinions or features, please drop me a line at dan@newsinthechannel.com

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CONTENTS

News You should know p6

Epson Education Report – p28

New research from Epson shows that most teachers and parents want a greater focus on physical learning materials such as worksheets in the classroom – which means the printer will retain its importance to this sector.

Fujifilm – p19

Review 2024 Growth and change p12

Fujifilm Making an entrance p19

Workflow Management Finding SMBs the right solutions p23 Epson Education Report Back to basics p28 Stockies 2024 The awards evening and winners p30 MPS for Hybrid Workers How to make a profit p34 Print in the AEC Industry Big ideas, small solutions p39

Fujifilm entered the UK printer market earlier this year with its range of MFPs. Now, the company is looking to get established and bring more partners on board as it targets sales growth in 2025.

MPS for Hybrid Workers – p34

With hybrid work a fixture for many businesses across the country, managed print services are evolving to accommodate this new way of working. But what are the advantages of MPS for hybrid workplaces and how can resellers make a profit from it?

Review of 2024 – p12

The past 12 months have seen growth in the print channel, with new technology providing new opportunities for many. While there have been challenges too, businesses have found innovative solutions to them. Here, leading players from the print sector give their take on how 2024 was for them, their company and the wider print channel – and what 2025 might hold in store.

Eagle Eye BI Looking back p41

CONTENTS

The second edition of the Stockies built on the success of the first from last year with even more awards handed out to businesses across the channel that have excelled over the course of the past 12 months. Review and Winners – p30 2024 Stockies AWARDS

Editorial Dan Parton 07941 979 845 dan@ printinthechannel.com Head of Sales Martin Jenner-Hall 07824 552 116 martin@ printinthechannel.com Publishing Director Justin Penn 07816 573 186 justin@ printinthechannel.com

Workflow Management – p23

Print in the AEC Industry – p39

Print is still incredibly important for the architecture, engineering and construction industry, which means choosing the right solution is imperative, says Barrie Street, ITCG marketing manager at Canon UK & Ireland.

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:

Workflow management solutions are becoming an established part of how many people work due to the efficiencies they can bring. SMBs are increasingly taking up these solutions, and resellers have a crucial role to play in helping them find the right solution for their needs.

printinthechannel.co.uk

NEWS

Study highlights print sustainability trends

Vendors are maintaining a strong focus on sustainability at the product and corporate level. Amid steadily rising customer expectations, vendors are making notable progress in areas of circularity and emissions reductions, according to Quocirca’s Print Sustainability Leaders Study 2024 . Quocirca’s third Sustainability Leaders Study tracks the evolution of vendor sustainability initiatives in a report detailing corporate strategy, circularity approach, customer and channel sustainability support, and identifying vendor-specific areas of innovation. Key findings include that product circularity initiatives are maturing, with remanufacturing a common focus. Some vendors already have well-established remanufacturing and refurbishment programmes in place and are working to expand these. The rest of the industry is following their lead, with several companies reporting new or developing initiatives. This focus is complemented by design-for-reuse initiatives, as vendors ensure that components have commonality so they can be incorporated in remanufacturing/ refurbishment programmes. The percentage of post-consumer recycled (PCR) plastic content in new devices is also increasing, with some vendors reaching more than 50% PCR content. Quocirca also reported that the shift to renewable energy is gathering momentum. One vendor has transitioned to 100% renewable energy use. Others are making progress and in vendors with multiple product areas, the printing divisions are typically leading the shift to renewable energy. Several vendors are acting directly to deploy solar installations at manufacturing sites, and others are innovating in carbon capture and storage technologies. Also, AI is being proactively applied to sustainability challenges. Several vendors are building AI into their sustainability offering including in MPS servicing, support, and optimisation, virtual customer assistants, on- device machine learning, intelligent capture software and device security. Quocirca also found good progress against net zero targets. Leading vendors have announced accelerated net zero targets, and the majority are making good progress against stated ambitions. “It is encouraging to see innovation and continuing momentum around the pursuit of sustainability in the print sector, especially

in the application of artificial intelligence to key challenges,” said Quocirca CEO Louella Fernandes. “Remanufacturing is growing as a focus, too, despite Quocirca research showing that it is not yet a top priority for customers.” Top priorities for customers when evaluating products on sustainability terms are energy consumption, device longevity and sustainable ink or toner. These are all areas vendors have focused on, with most devices holding Energy Star or equivalent ratings and several vendors announcing longer-life products or product life extension options in the past year. Where sustainable ink and toner is concerned, vendors continue to work on improving recycling programmes and incorporating recycled content into new ink/toner products. Remanufactured devices are a top three consideration for only 14% of IT decision- makers. This rises to 19% for refurbished devices and 23% among French respondents, reflecting French regulations mandating the inclusion of refurbished devices in public sector technology procurement deals. “Vendors can do more to raise awareness of the high-quality performance of genuine remanufactured and refurbished devices, and the measurable reduction in their environmental impact compared to new devices,” Louella added. Quocirca’s study also identified opportunities for vendors to improve performance in areas where customers and partners are seeking support. This included transparent data on device and solution performance, with 83% of decision-makers saying it is important that they get environmental data on the print infrastructure – rising to 93% among C-level executives. But lack of environmental data available on printers and MFPs is cited as the second biggest challenge associated with reducing environmental impact after cost. Several vendors already provide or are developing calculators to provide customers and/or channel partners with clearer information on device or solution impacts, but there is scope to go further. In addition, the channel was identified as a critical route for vendors to communicate the benefits of sustainable choices in print infrastructure. While some vendors have robust programmes in place, there is scope for others to build a clearer proposition for partners to share.

Louella Fernandes ceo

quocirca.com

“

Vendors can do more to raise awareness of the high-quality performance of genuine remanufactured and refurbished devices, and the measurable reduction in their environmental impact compared to new devices.

”

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NEWS

Epson Europe releases 2023/24 Sustainability Report

Epson is harnessing its technology to innovate practical, scalable solutions to address the most pressing environmental challenges the world faces, according to its 2023/24 European Sustainability/ESG (Environmental, Social, and Governance) Report . It also outlines the advances the company has made in the past year towards realising its 2050 goal of becoming carbon- negative and underground resource free. “As a Japanese company, we have a profoundly deep-rooted respect for nature and sustainable practices,” said Takanori Inaho, president at Epson Europe. “We have always been guided by the principle of Sho Sho Sei, which represents the commitment to continuous improvement behind the development of our world-leading compact, efficient, precise product technology. “Our latest ESG Report emphasises how we are applying this same, meticulous care and thought into how our proprietary technologies can be developed to contribute to practical, scalable climate solutions. We fully recognise our responsibility to mitigate the impact we have on the planet, and we’re deeply committed to finding ways for our pioneering technology to be used creatively to solve some of the most urgent environmental issues confronting the world.” The report sets out Epson’s key achievements in executing its European ESG strategy, which is focused on four core pillars. Decarbonisation: In the past year, Epson has made tangible progress in advancing its decarbonisation goals. Business travel emissions have been reduced by 19% and customer deliveries from its Asian factories have been optimised, potentially cutting future CO2 emissions by 10-50% per container. The company has announced plans for construction of a biomass plant in Japan, which will harness energy from organic waste, thereby reducing its reliance on fossil fuels. In parallel, Epson has been developing carbon capture technology to mitigate its residual CO2 emissions. Advancing the frontiers of industry: Epson continues to develop its technology in groundbreaking ways to tackle wider societal sustainability challenges. Building on its Dry Fiber Technology (DFT), initially used for paper recycling, the company has partnered with the Hong Kong Research Institute of Textiles and Apparel, to extend DFT technology to

separate tightly woven fabric fibres that cannot currently be separated for recycling. This expands DFTs role in addressing circular economy challenges. Epson also partnered with Japanese designer, Yuima Nakazato and Spiber Inc, the biotech company behind Brewed Protein™, a synthetic protein fibre made through fermentation. Nakazato’s latest Paris Fashion Week collection utilised Epson advanced pigment inkjet printing on Brewed Protein, which is not possible with traditional analogue printing. This breakthrough expands creative possibilities for designers to adopt more sustainable fashion practices. Fulfilling social responsibility: outside of its core business activity, Epson is deeply committed to operating ethically and responsibly within society. The company has reinforced its commitment to diversity, equity, and inclusion (DE&I), implementing comprehensive face-to-face manager DE&I training and a company-wide e-learning initiative. Epson’s Indonesian factories were once again awarded Responsible Business Alliance Platinum status for ethical labour practices, environmental stewardship and corporate social responsibility in its global supply chain. Strengthening its governance: Epson has received renewed certification from certified body, Bureau Veritas for the alignment of its business activities to the Sustainable Development Goals (SDGs). As a trailblazer in this field, Epson was the first technology company to receive certified recognition for integrating the SDGs into its operations. Boris Manev, sustainability director, Epson Europe B.V. explained: “We have a clear vision: to pioneer sustainable innovation and set new standards in environmental responsibility. We believe that sustainability and business success are not mutually exclusive, and we’re demonstrating this through groundbreaking initiatives such as advancing textile recycling and collaborating with fashion industry leaders to innovate more sustainable solutions. Our investments in carbon capture and renewable energy, including the development of a new biomass plant, are key milestones on our journey towards a carbon-negative future. These initiatives reflect our deep commitment to protecting the planet for future generations."

Mr. Takanori Inaho president Epson Europe BV

epson.co.uk

“

The report sets out Epson’s key achievements in executing its European ESG strategy, which is focused on four core pillars.

”

NEWS

Konica Minolta partners with IPIA’s A New Narrative for print national print research and advocacy project

Konica Minolta Business Solutions (UK) Ltd has announced its support and sponsorship of the Independent Print Industries Association's (IPIA) national print research and advocacy project – A New Narrative for Print. The research charts perceptions of the UK print industry across various key metrics and aims to strengthen the position of print as a communications and marketing medium, ultimately looking to drive and further grow print volumes for the UK market. Utilising advanced data science technology and analytical tools in collaboration with world- leading communications agency Madano, the research tracked 12,000 online conversations across social media, media outlets, blogs and forums. This identified key influencers who significantly sway the perception of the print industry and its products. Madano also analysed the dominant narratives in the conversation around print to give a broad view of perceptions and influence. “With the high dissemination and oversaturation of digital communications in society, print offers a uniquely tactile and eye- catching alternative that continues to perfectly address many requirements,” said Malcolm Smith, category manager – Professional Print at Konica Minolta. “Unfortunately print sometimes suffers from unfair and inaccurate misconceptions, such as that it is unsustainable, ineffective, or outdated, and it is vital that we address any problems with the public narrative. Print, unlike digital, has an easily recognisable recycling route, and has a high impact on the audience compared to the digital overload. A New Narrative for Print takes an expertly

targeted view, and we are delighted to add our own considerable print industry weight behind this essential initiative.” The research flagged up key areas the print industry can improve its narrative and perception, such as taking a promotional standpoint rather than a defensive one, addressing the broader external audience, showcasing how print can be used to positively enhance other forms of communication, and better demonstrating the strong case for print sustainability. Unveiled at the IPIA’s Annual Conference, which was held in August, A New Narrative for Print has gained significant support from stakeholders across the UK print industry with the common goal of dispelling myths and promoting the considerable practical and sustainability benefits of print as a progressive communications medium. “The research has identified some very positive actions, including identifying 50 key influencers who can be lobbied with facts to help steer a confident narrative and make a positive difference to wider perceptions of print,” Malcolm added. “Using these insights, we can work together to highlight the unique abilities of print to capture the attention of the audience, to cut through the digital communications noise, and foster a wider belief and trust in it as a highly adaptable and flexible medium, through a broader collaboration across the print industry. It is essential that the UK print industry rallies behind these efforts and we are proud to partner with the IPIA to address these opportunities and to champion this most essential of communication channels.”

Malcolm Smith category manger - professional print

konicaminolta.co.uk

TSC Auto ID acquires Bluebird Inc

TSC Auto ID Technology has acquired Bluebird Inc, a global enterprise IoT solutions provider. The collaboration marks a strategic move by TSC to advance its global position and broaden its product portfolio. “By offering Bluebird’s award-winning mobile computers and data capture solutions alongside our own robust printing technologies, we shall be able to offer customers more comprehensive solutions,” said Vincent Chen,

president of TSC Auto ID. “The demand for seamless input and output devices continues to grow and our vision is to deliver integrated, efficient solutions to meet evolving needs and enhance overall customer experience. “Following the acquisition, Mr. Jinoh Kim will continue his strong leadership of Bluebird but as its CEO. His appointment as CEO ensures continuity and leverages his expertise at driving Bluebird's growth within the TSC Auto ID family.”

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NEWS

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Bluebird has a strong presence in retail and healthcare and brings design and development expertise in mobile computing. The collaboration between TSC and Bluebird holds promise not just for stakeholders of each company but also for their prospects and customers. “TSC’s reputation for excellence and innovation, along with its focus on global expansion, makes it an ideal partner for us,” said Jinoh Kim. “By joining forces, we are uniquely positioned to serve our shared markets and customers more effectively. This

collaboration allows us to be more competitive and deliver greater value through a wider suite of integrated products and services.” TSC and Bluebird will leverage each other’s strengths and develop product offerings, with the intention of becoming leaders in integrated Auto ID solutions and services. Post-acquisition, Bluebird will continue its independent operations with TSC helping optimise its management system, and creating synergies through product roadmap integration, technical support, and joint sales and marketing initiatives.

Tag Systems UK invests in RICOH PRO™ C9500

Gift and loyalty card specialist Tag Systems UK (member of AUSTRIACARD HOLDINGS), is spearheading an innovative approach to sustainable gift and loyalty card production following investment in a Ricoh Pro C9500 digital colour sheetfed press. Operating from a 120,000 sq. ft. Visa and MasterCard secure facility in Lancashire, Tag Systems UK has been co-innovating with Green Gift Cards, a developer of environmentally friendly cards, to produce a range of sustainable options on Ricoh’s Pro C9500 technology. The result is the creation of new long-term opportunities in the production of gift and loyalty cards. Valued at $984.3 billion in 2023, the global gift card market is expected to reach a huge $3.09 trillion by 2030. But much of the production is plastic based. NatWest Bank research found that the lack of recycling options meant more than 76 million cards, or 380 tonnes of plastic waste went to landfill between 2017 and 2023 in Great Britain alone. It is not only disposal that is an environmental challenge. Most cards are currently printed on non-recyclable PVC plastic that have an associated carbon emission impact of 46.97gCO2e per card when digitally printed. Cards that are digitally printed on a paper-based substrate are fully recyclable and have a carbon emission impact of just 4.28gCO2e each. To date production of rigid, high caliper, digitally printed paper-based stock was not possible on dry toner presses, but the latest technology evolution of the Pro C9500 now enables printing on a range of Ricoh approved papers of up to 800 micron. This versatile and responsive digital production process also supports the profitable

and cost-effective provision of short runs, targeted offers, and localised promotion with inline personalisation and coding capabilities. The crisp, vibrant, sharp, details possible present opportunities for producing a wide range of applications as well. These range from premium thick media brochures and bespoke luxury packaging to compostable food cartons, high impact direct mail inserts, and eyecatching point of purchase. Data for customised production can be managed by FusionPro for versioning and personalisation, while RICOH ProcessDirector™ and Green Gift Cards’ own web to print solution JARVIS enable companies to create gift card orders, at any time, via a fast, intuitive step by step process. They can also track progress in real time. This saves time, speeds up proofing to production, eliminates unnecessary costs, and ensures the client has control over the whole process. “This partnership is a perfect example of how Ricoh co-innovates with its customers and the wider market to address some of the most pressing challenges that we face and, equally, to benefit from the opportunities presented to us,” said Tim Carter, commercial print director, Graphic Communications, Ricoh UK. “I am very passionate about the future of our industry. True partnership and collaboration are crucial if we want to continue demonstrating the positive impact of print across different sectors.”

Ronnie Hart president

tagsystemsuk.com

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REVIEW 2024

Growth and change The past 12 months have seen growth in the print channel, with new technology providing new opportunities for many. While there have been challenges too, businesses have found innovative solutions to them.

For businesses in the print channel, 2024 has been largely a year of business as usual. For that, there is gratitude – there have been too many years recently where trading has been severely impacted by global events. Of course, business as usual is different to what it was five years ago – but print businesses have adapted to what was previously referred to as the ‘new normal.’ This has presented a range of opportunities for OEMs and resellers in the print sector, as has developing technology

– particularly artificial intelligence (AI), which has really come of age in 2024 – that they have looked to capitalise on. There have also been challenges in the sector too, with print volumes still not recovering to pre-pandemic levels just one that businesses have faced. But again, the sector has responded to challenges with resilience and innovation. Here, leading players from the print sector give their take on how 2024 was for them, their company and the wider print channel – and what 2025 might hold in store.

Rowan Jeffreys-Hoar , director, partner channel, Ricoh UK 2024 has been a year of continued recovery and growth. Looking ahead to 2025, there’s a clear shift toward a more forward-thinking, growth-oriented outlook. A personal highlight of the year was being

Another notable trend in 2024 was the rising importance of ESG (environmental, social and governance) requirements. Companies increasingly focus on their carbon footprint and environmental impact, particularly through office products. Ricoh has been one of the ESG leaders in the industry with one of the most comprehensive portfolios in this area. Our technology offers market- leading energy efficiency and consumption metrics that align with ESG goals. Ricoh has a strong legacy in sustainability, which translates into our work with partners and consultancy that we provide. As an example, we help Agilico to deliver against their net zero strategy through a device refurbishment programme – refurbishing and reselling used devices, some of which only have used 5% of their capacity and have plenty of life left. Meanwhile, one key challenge in 2024 has been the rapid pace at which customers are reassessing their workplace needs and working patterns and adjusting their budgets for office technology needs. With Ricoh’s range of solutions and the support of our experienced channel experts, we’ve helped our partners stay involved in key strategic conversations. This has allowed them to assist their customers in planning for the immediate future and the year ahead.

named the top UK reseller at the 2024 Technology Reseller Awards. Ricoh won the Corporate Reseller/Managed Services Provider (turnover £20 million) category, recognising our exceptional business growth and digital transformation over the past year as a reseller. Additionally, to end 2024 positively, Ricoh won the 2024 Print IT awards in the A3 MFP Vendor of the Year category. Together, these awards reflect Ricoh’s ability to innovate, adapt, and deliver value to its partners and customers, reinforcing its position as a trusted partner in workplace technology and solutions. In the print channel, this year’s key trend has been transformation, with businesses expanding their offerings and adding new revenue streams to capture existing and new customer opportunities. In line with this, we’ve seen strong engagement from our business partners with DocuWare, leading to impressive growth throughout 2024. High retention rates have supported consistent annual renewals and further expansion of on-site licensing.

Rowan Jeffreys-Hoar directo, partner channel

ricoh.co.uk

REVIEW 2024

We expect the trends of 2024 to continue into 2025, with growing adoption across the customer spectrum. “ ”

Technological advances had a major impact. As the market shifts from traditional on-premise solutions to cloud and SaaS- based services, businesses are looking more closely at manufacturers and partners with the right portfolio and experience to support these changes. Ricoh has the solutions to help expand these conversations and stay aligned with the rapidly evolving technology landscape. A good example is the growing interest in Ricoh Smart Lockers solution. Many organisations are now looking to integrate this type of technology into their workplaces

and add automated workflows to enhance efficiency and streamline processes. We expect the trends of 2024 to continue into 2025, with growing adoption across the customer spectrum. These are no longer just strategies for large corporations or enterprises, they are also increasingly embraced within the SMB market. At Ricoh, we are fully prepared and equipped to collaborate with our partners and their customers to leverage these trends and explore new opportunities in workplace technology that drives employee engagement.

Michael Field , managing director, Workflo Solutions 2024 has been a transformative year for our company and the channel. We’ve seen growing recognition of the value of managed services, with businesses

services has also become a critical customer expectation. Technological advances had a major impact over the year; AI and IoT have transformed operations, enabling predictive maintenance and enhanced analytics. Workflow automation tools have streamlined processes, while cloud integration has redefined how businesses access and manage information. The trends we’ve seen in 2024 – sustainability, hybrid work support and automation – will continue to dominate in 2025. As businesses adapt to evolving work environments, hybrid solutions and energy- efficient technologies will likely see even greater demand. Staying agile and responsive will be crucial for navigating 2025. Our focus will remain on staying ahead of these trends to empower our customers with innovative, reliable and sustainable solutions.

prioritising solutions that enhance efficiency, reduce costs and drive sustainability. The channel has experienced a surge in demand for sustainable solutions, reflecting a shift towards eco-conscious practices. Sustainability has been a dominant trend, with customers demanding eco-friendly solutions to align with their corporate goals. The shift toward hybrid working has driven interest in cloud-based print and document management systems, enabling seamless access and collaboration from anywhere. Additionally, automation has become a top priority, with businesses seeking to streamline processes and improve productivity through intelligent workflows and digital transformation initiatives. Personalisation of

Michael Field managing director

workflo-solutions.co.uk

Michelle Hu , product director, TSC Auto ID In 2024, there have been several key trends from customers. This includes a sustainability focus: there is a strong demand for eco-friendly label solutions, including less energy, recyclable materials, linerless labels and digital printing

provide interactive product information, and enhance transparency, particularly in sectors like food, pharmaceuticals and retail. Also, mobile label printing is expected to keep growing across sectors like retail, logistics and healthcare due to its flexibility, efficiency and support for real-time operations. Technological advancements have influenced the thermal label printing industry in 2024, driving improvements in key areas: l Support for smart labels: Widespread adoption of RFID and NFC technology enables the production of ‘smart labels’, which improve tracking and data storage

methods that minimise waste and carbon footprints. This trend aligns with consumer preferences, as many are willing to pay a premium for sustainable packaging options. In addition, customers are placing greater value on labels that incorporate technologies such as RFID, NFC and QR codes. These technologies facilitate real-time tracking,

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l Higher resolution and speed: Advances in printing technology allow for sharper, high- resolution outputs at faster speeds l Seamless integration with IoT and smart systems: Thermal label printers now integrate seamlessly with IoT networks and smart systems, enabling real-time inventory tracking and management, helping businesses streamline workflows, enhance accuracy and adapt prevention actions if needed l Sustainability-focused innovations: The shift toward sustainability has led to the

of recyclable and compostable label materials, linerless printing solution and green package design that can meet sustainability goals. Another challenge has been the labour shortage for industries needing to staff roles focused on data collection and management. To address this, businesses adopted AIDC technologies, automating labour-intensive processes with tools like barcodes, RFID tags, print & apply system and biometric systems. These solutions enhanced data accuracy and minimised waste, proving beneficial in sectors such as retail, manufacturing and logistics. Rising cyber threats have also heightened the need for robust data security and access control, particularly for networked devices like printers. To combat this, organisations prioritised compliance with cybersecurity regulations, such as the UK PSTI, and implemented enhanced security measures for printer firmware. I believe those trends of 2024 will carry on in 2025 and even longer.

Michelle Hu product director

adoption of eco-friendly materials and energy-efficient designs. Features like

linerless labels, Energy Star compliance and recyclable options are becoming standard. TSC Auto ID and other thermal printer manufacturers faced several challenges in 2024, but also had innovative ways to overcome them. For instance, the rising demand for eco- friendly solutions has resulted in the creation

emea.tscprinters.com

Stuart Miller , director UK&I Canon channel partners, Canon 2024 presented channel businesses with a fresh set of opportunities, as well as some

For example, Canon’s imageFORCE C7165 MFP harnesses innovations such as machine learning AI to support new levels of security, reliability and quality for businesses. Additionally, this device enables businesses to track environmental performance and monitor their impact, which will continue to be high on the agenda for channel businesses. By focusing on diversification, channel businesses will be better positioned to respond to increased demand and more complex requests from customers. However, a key challenge is that many customers may be wary of introducing new services, unless they can demonstrate the return on investment. To address this, manufacturers need to provide resellers with tools that measure performance in line with customers’ business goals. As technology continues to advance, software and security will only become more of a priority for channel businesses in 2025. Canon is committed to ensuring our sales channel is fit for future success, so we have introduced desk-based sales and repositioned account manager roles to better support our partners. We are also continuing to invest in Canon Business Centres based in the UK&I.

challenges. The rapid advancement of technology has meant that it is important now more than ever for manufacturers to focus on strengthening their relationships with channel partners to help them adapt and thrive in the evolving market. This year, Canon has focused on building a strong value proposition. We are committed to investing in long-term partner relationships, providing them with tailored resources that enable them to offer customers confident, forward-thinking counsel. Encouraged to find new ways to increase revenue, we have seen channel partners look to expand their offering this year. For example, many of Canon’s partners are now breaking into the Software-as-a-Service space by offering services such as Canon’s uniFLOW Online software. Alongside security, manufacturers and resellers have continued to focus on optimising workflows so that customers can achieve maximum productivity, without compromising on quality and helping them to achieve wider sustainability goals. Recent advancements in technology, such as the widespread adoption of AI have unlocked new capabilities in the print market.

Stuart Miller, director UK&I Canon channel partners

canon.co.uk

REVIEW

Andy Muskett , director UK channel partners, Xerox At the beginning of this year, Xerox

to achieve unprecedented efficiency and customisation in their print services. AI-driven analytics and automation will allow for more precise and personalised printing solutions, enhancing overall client satisfaction. Cloud services and digital transformation are also now not just for SBM/hybrid work customers, we’re seeing their importance in the graphic arts/communications and production environments where specialised resources are becoming harder to get access to, driving the need for workflow automation and simplification; it’s no longer just about the hardware. Print-centric partners have had to prioritise a deep understanding of their clients' evolving needs. A client-centric approach was key to maintaining relevance and delivering value in a competitive market. In 2025, print will continue to evolve, and demand for additional services will grow

announced a new operating model and organisational structure to further its ‘reinvention’. Part of our reinvention really is around strengthening the core business of print, while we build on print as a vehicle to achieve revenue profit through the expansion of other services into the partner community that we serve today, and future different types of partner communities as well. In terms of trends, SMB customers have been switching their focus – looking to do more with less, reducing devices and moving from A3 to A4, from single-function to multifunction devices. We’re also seeing growth in the monochrome space where customers want that mix of colour and mono A4 and A3 products. With digital transformation continuing, customers are turning to cloud services, looking for support with hybrid working strategies and placing increasing attention and dependency on partners who can deliver improvements on security, productivity and sustainability. Not forgetting AI, which has come to the forefront of digital transformation this year. Xerox this year launched the first AI- enabled multi-function device. AI will further revolutionise the industry, enabling businesses

Andy Muskett director UK channel partners

www.xerox.co.uk

beyond traditional MPS. The trajectory towards digital transformation will see

partners continue to diversify their offerings. Integrating digital tools, cloud-based solutions and innovative technologies will be essential for staying ahead in the print market in 2025. Embracing these changes will not only meet but exceed client expectations, ensuring sustained growth and success.

Gary Organ , head of device technology sales (office) UK, Fujifilm 2024 has been a year of exciting growth for Fujifilm. We successfully entered the UK and European markets, and our recent Apeos launch event generated significant buzz. We unveiled our new colour progressed significantly, and we’ve seen strong interest in integrating our technology with leading third-party print management software. The Fujifilm Apeos range is an open

platform, compatible with top cloud print software solutions and featuring an SDK for further app development. There have been challenges this year too. Our primary challenge this year was establishing our presence in the UK market and building our operations from the ground up. We’ve successfully achieved this by assembling a dedicated channel team that is actively selling and recruiting new partners. While digital transformation will undoubtedly continue, I believe sustainability and security will remain paramount for businesses. Our recently expanded Apeos range, with its market-leading features, is designed to comprehensively address customer challenges in both crucial areas.

range, a SDK platform, and our Circular Manufacturing Centre facility. We also announced further developments to our product range, which are set to launch in early 2025. In terms of key trends this year from customers, we’ve seen a strong focus on security, sustainability and the integration of AI. Fortunately, our new Fujifilm Apeos range is well-equipped to meet these demands. With advanced technology and streamlined processes, we’re supporting our partners and their customers to address these important areas. Technological advancements continue to shape our industry. Cloud technology has

Gary Organ head of device technology UK

www.fujifilm.com/uk/eu

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Terry Caulfield , chief commercial officer, Brother UK Print has advanced in many ways in

remanufacture both ink and toner cartridges. We already save more than 5,300 tonnes of CO2 annually from our toner operations, and this will only increase with the introduction of our new ink remanufacturing operations. We provide a free return system for used consumables, ensuring zero waste ends up in landfill. We’ve seen remarkable progress of AI this year, including its potential for use in MPS. By analysing print behaviour, AI can offer deeper insights, recommend efficient solutions, and proactively address issues, ensuring seamless operations. Demand for cloud-based print solutions has also surged and along with Tungsten Automation we’re offering customers secure, location-aware

2024. We’ve broadened our focus beyond traditional print services to meet a growing demand for cybersecurity, cloud software, and subscription-based print solutions. Our managed print services (MPS) and Brother Cloud Solutions (BCS) offerings are helping resellers meet customers’ ever- evolving needs and the growth in these areas highlights the channel's readiness to embrace emerging opportunities. Hybrid working has been a key focus this year, with IT leads seeking to improve print infrastructure for decentralised teams. The Employment Rights Bill, which will make remote working the default, creates a new opportunity for resellers to engage with customers and to help optimise their decentralised printer fleets. Sustainability remains a top priority across the industry, with more customers looking to contribute to circular economies. Earlier this year, we became the first vendor to

Terry Caufield chief commercial officer

brother.co.uk

printing and digitisation through BCS. We expect to see remote working,

sustainability and cloud services continuing to shape customer decision making in 2025, and MPS will remain essential for delivering efficiency, security and sustainability.

The Stockies 2024 – the Awards

FUJIFILM

Making an entrance Fujifilm entered the UK printer market earlier this year with its range of MFPs. Now, the company is looking to get established and bring more partners on board as it targets sales growth in 2025.

The past few years have been tough for the UK print channel, but it received a boost earlier in the year when a new name – to the UK at least – launched a range of new products. Fujifilm – best known in the UK for camera film – launched its Apeos series of multifunction office printers (MFPs) in the UK in April. The UK launch was part of a wider introduction into Western European markets for Fujifilm, including Italy, France and Spain over the course of 2024. But while Fujifilm is a new name in Europe, it has a long-established reputation for quality printers elsewhere in the world. Fujifilm Business Innovation is the number one supplier of A3 MFPs in the Asia Pacific region, with Fujifilm technology powering millions of office printers across the globe. “Many people in the channel know the heritage of Fuji Xerox and from doing the business more than six decades in APAC market,” says Hiro Matsui, Fujifilm UK manager. “Now it’s more time for us to make more noise to the end customer, to bring greater awareness of the Fujifilm office brand. Partners already know the product and the heritage. Now we are focusing on the end customer, awareness of the brand.” Hiro is responsible for the business development in Europe. He first joined Fuji Xerox in 2007 and spent 13 years as a sales rep and has latterly been focused on global operations. “I moved from Tokyo to London one year ago, and I am now responsible for all the expansion of the business here in Europe,” he adds. Partner model Fujifilm has opted to go for a partner channel model for its sales in the UK. “This means there are no direct sales or service, it’s all through the partners, so they can maximise the opportunity to sell our products, and there is no conflict between us,” says Hiro. “We are

engaging with the office print partner channel first, but as a second phase, we will expand to the IT value added seller channel once we have got the surface capability. “We are developing a brand awareness campaign in the UK. And the leads or opportunities coming from this campaign will all to be passed to the partners. This might be different to other manufacturers that have awareness campaigns, where the leads or deal opportunities are first passed to the direct sales team, not to partners. This go-to- market approach is aligned not only the UK, but to countries in Europe too. “While it’s a partner business in the UK, we have our dedicated technical team, so all the team’s effort will be to the partner, not directly to the customer, so the partner will have all the access to all the expertise and tech support as and when they need it.”

Hiro Matsui Fujifilm UK manager

www.fujifilm.com/uk/eu

Raising awareness As Hiro mentioned, Fujifilm is raising

awareness of the brand and its products currently. Hiro says raising awareness will be done through specialist print magazines, which already have a route to an MFP or IT partner, as well as IT decision makers in end customers. Other channels, such as Google, are also being explored. A lot of promotion will be through the print

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FUJIFILM

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Agility Another advantage that Fujifilm has is that it has a small team in the UK currently as it builds up, meaning that they don’t have the volume of overheads that competitors can do. It also means Fujifilm can be agile in its strategies and responsive to market demands, as it doesn’t have the large corporate structures that others may do. “As we are the newcomers, we can think differently, such as with embedding sustainability into our proposition from the start,” says Hiro. “It is a mature market in the UK, and it is aggressive with plenty of competition, but we can provide a difference.” Indeed, it must be a complete package for Fujifilm to achieve its goals in the UK. It isn’t just about providing excellent products; price, service and sustainability must be part of the package. “We have a clear story to tell the partner community as well as to the end customers,” says Hiro. “It is all about sustainability, security, quality, efficiency and utilising a software portfolio to help achieve this. That's the story, which partners can tell the end customers when they are selling to them.” Looking ahead For 2025, Hiro says there are plans to expand Fujifilm’s European business, as well as growing in the countries that it has already launched in, including the UK. Hiro says the plan is for gradual expansion – not wanting to

channel too, with reseller partners going out to customers and talking about the Fujifilm brand. A dedicated partner programme will also be coming soon to assist with this.

Fujifilm opened its circular manufacturing centre in the Netherlands in May.... It's already started to develop and make a difference. “ ”

Sustainability credentials One of Fujifilm’s strengths is its sustainability credentials. “This initiative has come from the top level of management level, of course,” says Hiro. “Sustainability is a passport to enter new countries now. Without this passport of sustainable products and production methods, along with recycling products and using sustainable elements, there's no chance to enter new countries. It’s in the DNA of Fujifilm to have this approach. We can exactly show what our difference is in terms of sustainability through our use of technology and our production systems.” Hiro adds that Fujifilm opened its circular manufacturing centre in the Netherlands in May. “It’s already started to develop and make a difference,” he says.

Apeos C7070 series

Apeos C3060 series

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