01732 759725 48 Q&A View from the channel Q: How’s business; better or worse than 12 months ago? And how confident are you about the future? A: We actually set up this new business at what some might say was the worst possible time – June 2020 – at the height of the pandemic! So, it’s been a rollercoaster right from the get-go. We got off to a great start though and won a lot of business because we worked throughout the lockdowns when other companies had staff on furlough. That has stood us in good stead and the past 12 months has been really strong. We partner with UTAX and they have been a great support, we have had stock despite the supply chain challenges, and that’s placed us in a strong position. 2023 has got off to a brilliant start and we are excited about the future. Q: In what areas are you experiencing strongest demand? A: Our core business is managed print services and that’s where we are experiencing the strongest demand and where we are winning new business. Our main focus is on ensuring our customers are happy and delivering great service. And increasingly, we’re seeing that prospects are focusing much more on the service and support levels we can provide rather than the price. Q: How have you changed/are you changing business operations to exploit new opportunities? A: Our plan is to keep on doing what we’ve been doing as it’s been successful so far. But we are also looking to develop our solutions offering. We are having conversations with customers about how we can help them to control their print infrastructure and digitally transform key workflows. We will be expanding the software solutions team to support growth in that area. Ben Burridge, Director, TB Technology Q: What do you see as the biggest challenges facing channel businesses today? A: For us, it’s recruitment. Finding the right people to grow our team is undoubtedly the biggest challenge right now. Q: Could vendors and distributors do more to help you overcome them? And if so, what? A: For the channel as a whole, then I would say greater support from the vendors and distributors would be a good thing. However from our perspective, we have no issues sourcing stock, there have been price increases but the price is the price at the end of the day. Q: If you could change one aspect of your job what would it be and why? A: I love everything about my job. We created TB Technology to build something that we could be proud of. The end game is to have more time to do the things I enjoy with friends and family. But for now, I’m enjoying the ride and making the most of every opportunity to engage with customers in person – nothing beats that face to face contact. www.tb-technology.co.uk Ben Burridge
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