01732 759725 40 differentiator in the market, enhancing our business reputation. John Rivett-Carnac, Managing Director, Managed Print Solutions: Customer expectations surrounding circularity and sustainability are increasingly driving change in our go-to-market strategy. Consumers today are more environmentally conscious and expect businesses to align with their values by prioritising sustainability. As a result, we have adapted our offerings to include more sustainable products, services, and solutions. For example, we now emphasise the use of eco‑friendly materials, the promotion of energy‑efficient systems, easy-to-use collection programmes for reuse and recycling, and in-house remanufacture and recycling. Additionally, we actively highlight the environmental benefits of our solutions, from reduced carbon footprints to energy savings, to appeal to customers who are seeking to make greener choices. Sustainability is no longer a market strategy. There is an increased emphasis on reducing waste and energy consumption, as well as transitioning to digital alternatives. Many customers now expect their suppliers to assist in measuring and reducing the environmental impact of their print infrastructure. This demand has driven the development of new services and tools, such as optimisation reports and CO2 emissions calculators, aimed at supporting customers’ sustainability initiatives. The regulatory environment for our clients is also becoming more stringent, with heightened requirements for transparency in reporting emissions and other environmental impacts. This has necessitated Carbon to adapt our strategies to ensure compliance and meet customer demands for greater transparency. Additionally, Carbon is setting ambitious in-house net-zero targets and making significant progress towards these goals. Our commitment to sustainability is becoming a key PrintIT Reseller: To what extent are customer expectations around circularity/sustainability driving change in your go-tomarket approach? Richard Taylor, Managing Director, XBM: We have seen a massive shift in customers now looking for sustainable solutions. This fits well with XBM due to our status as Epson’s No.1 reseller. Whilst this shift has seen an increase in machine sales, sadly the messaging of sustainability does not aid decisions 100% – pricing is still the main driver. Fortunately for XBM, the pricing for Epson equipment allows us to tick both boxes, and in most cases, we can demonstrate to the end-user a saving over the term. Ryan Green, Digital Services Director, Carbon: Customer expectations around circularity and sustainability are significantly shaping our go-toA new series of reports published following the four-year NICER (National Interdisciplinary Circular Economy Research) programme, the UK’s largest circular economy programme, find that the pace of the transition towards increased circularity needs to increase – especially if net zero targets are to be met. PrintIT Reseller invited some of the industry’s resellers to share their thoughts on customer expectations around circularity/sustainability and how sustainably-manufactured devices can provide a competitive edge Transitioning to a circular economy – part two VOX POP continued... Richard Taylor
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