Print in the Channel - issue #9



area where resellers can create significant value for customers. But conversations on labelling technology could also open doors to discussing customers’ broader print requirements. That could be a managed print service contract for printing across head office and multiple sites. Or, whether devices like our new print & cut A4 inkjet, with an in-built guillotine for automatic A5 printing, could be a perfect solution for producing menus or in house POS banners.” Conversations needed As Ged says, there are many conversations that resellers should be having with existing/ potential customers in the hospitality sector about their printers. “Resellers need to be engaging in meaningful conversations,” says Richard. “It’s no longer enough to simply fulfil a need for a new printer, one that prints a bit faster than the old one. You really need to work with customers to not only understand their specific needs but delve deeper to help them solve their challenges. Often, customers don’t know they have a problem, until you understand their business and processes enough to match either an existing solution, or sometimes even a new innovative one, to a particular customers business case. In doing so, you become that customers best partner, by growing their business and making them more efficient.”

regulation Natasha’s Law in 2021,” says Ged Cairns, head of Auto-ID at Brother UK. “This has translated into strong sales for resellers since the law came into force, equipping kitchens with labelling kit that integrates with food management systems that make it easy to comply with new the rules on clear and detailed allergen labelling. And technology partners will continue to play a key role advising the sector as it continues to adapt. “But two years on, hospitality firms still need support to improve their labelling and make compliance a simpler, more cost-effective task. A 2023 study of 116 PPDS labels by Erudus found that 54% of the products sampled failed to accurately declare the presence of allergen ingredients, with messy handwriting also a big reason for labels not complying with Natasha’s Law. “Many smaller operators continue to use handwritten labels too, which the research found is a big reason for labels not complying with Natasha’s Law, and it’s also costing them time. One chef told us how he’s saving half an hour each day by using a label printer instead, which makes a huge difference on a busy shift. “For larger operators, integrating food labelling with a menu management system is a solution better suited when implementing efficiencies across multiple sites. The Brother system, for example, combines a TD thermal printer with a unique, integrated tablet holder and third-party software, accessed through a tablet, creating a standalone wireless solution that can be used anywhere on a site to create, edit and print labels. Our printers are compatible with a variety of menu management solutions including Food Alert, Nutritics, Planglow, Marka, MyDill Food Management Systems and many more. “Natasha’s Law compliance and general allergen and food sensitivity labelling is an

Ged Cairns head of Auto ID Business Unit

A 2023 study of 116 PPDS labels by Erudus found that 54% of the products sampled failed to accurately declare the presence “

of allergen ingredients.

He adds that resellers should also be having conversations around operational needs - assessing their current printing infrastructure and pain points. “Think of efficiency and cost savings – staying with incumbent technology can be a false economy, so illustrate the benefits by upgrading to smarter devices. Likewise with integration and compatibility – solutions such as Print DNA Emulations can make drop-in of Zebra printer seamless to back-end systems. “But resellers should also be adding value with deeper conversations

Jay Kim managing director



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