01732 759725 42 and determining strategic positioning. For instance, Epson’s heat-free technology now comes with an impressive eight-year warranty, demonstrating a significant commitment to quality. This extended warranty provides customers with peace of mind, ensuring their investment is protected over the long-term. Epson’s products are designed for longevity, using durable materials and components that can be easily repaired or upgraded, which not only reduces waste but also enhances reliability. Canon has also taken proactive steps to support sustainability by redesigning their product range. They focus on creating frames and chassis that can be reused in newer models. By reusing key components, Canon reduces the need for new raw materials and lowers the environmental impact of their manufacturing processes. This initiative not only supports environmental sustainability but also aligns with customer expectations for eco‑friendly products. Incorporating post-consumer recycled plastic content into products is another crucial aspect of sustainability. PCR plastic is made from materials recovered from the waste stream after consumer use, such as plastic bottles and packaging. Using PCR plastic helps reduce the need for virgin materials, conserves natural resources, and lowers greenhouse gas emissions. Thes strategies highlight how Carbon and our partners are integrating sustainability into our core business practices to meet customer demands. By offering products with components designed to be recycled, James Pittick, Channel Sales Director, FUTERA: Circularity and sustainability are no longer secondary considerations and increasingly, are seen as fundamental requirements for our customers. As they set targets around carbon net zero and their own sustainability agenda, the subject has become fundamental to how companies approach their activities, including the selection of vendors within their supply chain and partnerships for service delivery. From an MPS perspective, working with OEMs who enhance our own sustainability credibility has never been more important to further enhance the value we can deliver to clients. Equally, when offering services through our channel partnerships, it’s imperative that we lead with propositions that complement our partners’ market offering. We see this increasingly through end of first life services for refurbishment and reuse, as well as end of full life and responsible disposal services, ensuring hardware is reused, recycled and repurposed in the most environmentally efficient manner possible. Building a reputation for being a sustainability-focused organisation is critical for us to attract and retain both customers and employees, so is fundamental to our go-tomarket approach. PrintIT Reseller: Do you find that sustainably-manufactured devices i.e. devices that feature component parts designed to be recycled, re-used or built to last longer; which include a percentage of postconsumer recycled (PCR) plastic content, or boast energy-saving technologies provide you with a competitive edge? Richard Taylor: Yes, it helps. However, when selling traditional laser devices that heat up, this means they are only sustainable until they are plugged in. The use of recycled parts or plastics doesn’t mean the device is sustainable once it is heating to 200 degrees to fuse the toner to the page. Obviously, having a device manufactured in a sustainable way is a must in my eyes, but with everyone saying the same thing, it does not differentiate the box on this basis. Ryan Green: This is invaluable when exploring new business opportunities desirable feature; it’s a key driver of purchasing decisions and a core element of our market strategy moving forward. Daniel Gilbert, Managing Director, Key Digital: Our go-to-market approach centres around our sustainability offering, both in terms of product and service. Sustainability is more than just ‘being green’, it’s about the continuation and repeatability of high level service for our customers. The messaging around sustainability features in all of our customer presentations as it highlights that every decision made has an impact on the circular economy in some way. For our public sector customers, it’s crucial for them to be making environmentally-conscious choices that can be physically demonstrated and reported. This is funnelling down into SMEs as well. Daniel Maddox, Managing Director, Evolve Document Solutions: There’s definitely been a shift. Customers – especially larger businesses and public sector clients – are asking more questions about sustainability than ever before. It’s not just a tick-box anymore, it’s starting to influence decision‑making. For us, that means putting things like energy efficiency, recycling schemes and remanufactured options front and centre in our conversations. It’s also why we’re highlighting tools like our Agility software to help customers cut down on waste and print smarter, not just more. VOX POP …continued Daniel Maddox
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