PRINTITRESELLER.UK 43 Together, this gives us both a way of meeting customer expectations and a business advantage going hand-in-hand. Daniel Maddox: In short, yes. When we show clients that their new MFP has a lower carbon footprint, or contains recycled plastics, or uses less energy in sleep mode, it often seals the deal. These features used to be buried in a spec sheet, but now they’re selling points. James Pittick: Yes – devices that are built with sustainability in mind, whether through recycled materials, longer life cycles, or energy-saving features, give us a distinct advantage in the market. We’re seeing this more frequently in competitive bids, especially where environmental credentials influence scoring criteria. Our partnership with Epson UK is a great example. Their heat-free printing technology reduces power usage and CO₂ output significantly, offering both sustainability and financial savings to our clients. This has become a powerful differentiator, particularly in sectors such as education and public services, where these values align with procurement policies. Sustainably manufactured doesn’t mean compromise - it’s about smarter technology and long-term value. At FUTERA we don’t just sell devices; we help clients choose options that meet their environmental ambitions without sacrificing performance or reliability. PrintIT Reseller: Are you seeing increased demand (or any demand) for certified remanufactured/ refurbished devices as opposed to new? Richard Taylor: XBM used to sell 80% refurbished vs 20% brand new. In 2016 we changed our model and moved to selling mainly brand new. The reason we did this was to allow us to put Epson devices out in the field backed by an eight-year warranty. This means that customers can extend the device’s life at the end of five years, creating its own circular economy. Instead of selling second-hand equipment, we are extending the life of the end- users’ equipment which in turn delivers the same thing. When selling second-hand equipment, the customer is unaware of the device’s previous usage, how reliable it was etc. By doing through advanced engineering. Lexmark uses a durable industrial metal frame and incorporates four times more post‑consumer recycled plastic than their nearest competitor. They also include onboard sensors to assess toner levels and service needs, long‑life imaging components, including high-yield Unison toner cartridges, and supplies designed for reuse and recycling. Their energy-efficient features and toner conservation capabilities further contribute to sustainability. Offering products like these enables us to meet customer expectations while positioning our brand as environmentally responsible. This focus on sustainability resonates with customers seeking greener solutions, providing us with a competitive edge. Additionally, the long‑term cost savings from energy-efficient and durable devices strengthens our value proposition. Daniel Gilbert: Devices that are built to last in this way definitely provide a competitive edge from a servicing point of view. Fewer parts and more robust manufacturing means that they need fewer service visits and fewer replacement parts, allowing us to provide a lower cost servicing option to our customers. Over the last 18 months, we’ve noticed an increase in toner/ink cartridge recycling requests from our customers. Luckily, most manufacturers now have a scheme in place just for that. It might not provide the customer with a financial incentive, but being environmentally-conscious is the driver behind it. reused, or built to last longer, and incorporating PCR plastic content, we can position ourselves as leaders in sustainability. John Rivett-Carnac: Yes, sustainablymanufactured devices are a key differentiator in today’s market. All manufacturers are working towards sustainable solutions, but some are further ahead than others. We particularly like Lexmark for their commitment to achieving carbon neutrality across all their operations by 2035. Their products are CarbonNeutral certified, designed to minimise greenhouse gas emissions VOX POP continued... John Rivett-Carnac
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