Are you missing out on your share?

Resellers should consider their target customers, existing end-users/customer base, their relationships with the printer vendors for inkjet and laser technology and resources in order to choose whether to favour inkjet and or laser markets.

According to Yeung, there is a case for managed print services (MPS), with channels establishing a long-term relationship with MPS customers over a specific service period. “So resellers will increase their bargaining powers and position with their customers and their vendors,” he said.

“The primary reasons for resellers to consider MPS are coming from the printer and copier/MFP vendors putting emphasis on the MPS market, while resellers are achieving a better understanding of the customer’s needs and behaviour in printing, copying, and
document management.

“Channels must proactively solve customers’ issues and challenges by providing relevant services and solutions in order to increase their customer loyalty and retain their current clients and they are able to add revenue streams from MPS to diversify their business profits and risks.”

Marketing manager at vendor Samsung, Anthony Toope, said challenges for channels lie in adapting to a rapidly changing technology market.

While inkjet and laser markets are merging and adding functions, the way forward for many channels is in the managed printer services, he said.

“I think the opportunities for the reseller in managed services, which once seen as the realm for vendors, is promising as in our view we want to engage resellers in services to customers that vendors can’t directly offer the consumer and we are looking at resellers to regain the customer and market,” Toope said.

“For the channel the total laser print market in Australia this year is worth $300 million, another $300 million in high-end multi-function machines and another $300 million for copiers,” he said.

“But for solutions or the managed print services including consumables such as toner is worth $800 million. So clearly the opportunities are there for resellers to focus on high-end multi-function machines and managed printer services such as toner.

“So there is very much an opportunity for resellers in the future to focus on the multi-function laser and expand revenue as they get into management print services.”

But according to Toope, Samsung is still betting on the growth in the printer and multi-function printer markets and will release 26 new products in the second half of 2008.

“In the broad picture our products are linked to development in market and what we are seeing is growth of 22 percent in printer market against previous year and multi-function printers growing at 28 percent growth year on year,” he said.

“We are releasing 26 new products in the second half of this year, with some in the copier market and some with enhanced managed print services are being brought to market as well.”

Mr Toope said Samsung is looking to engage resellers with a more tailored and customer specific line up.

“It is a mature market fuelled by price. In our range we are offering splits with retail and channel markets, with different models for different segments. Of the 26 new models we are offering different models for each market place.”

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