01732 759725 48 Q: When selling MFPs, what are the most popular software solutions you provide and why? A: I would say the most popular software solutions we supply are the antivirus packages, Windows and Microsoft products, and the document management packages such as PaperCut. We are often asked about our data security software, and we work with the customer to provide the right protection for them depending on the systems they have in place. Q: If you could change one aspect of your job, what would it be and why? A: The things I wanted to change a couple of years ago, I’ve already changed. We’ve got a fantastic new premises, we’re putting new processes in place to make everyone’s jobs more productive and efficient, I’ve built a great team; and I’m still growing it. And I’ve got Caroline, our Operations and HR Manager, who’s made my working life so much easier. She’s the driving force behind our culture, our systems, our structure and our success. Q: How do you spend your week – time on phone, face-to-face meetings with customers etc.? A: Because I’ve got such a strong team around me, I can focus on growing CBS. That means exploring new services we can add to our portfolio, staying in touch with my contacts in the industry, keeping an ear out for acquisition and recruitment opportunities, and constantly looking at ways to make CBS better; whether that’s our customer service or our profitability. Q: What would make your job easier? A: I’ve already made my job easier, thanks to the people around me – especially Caroline. She’s freed me up to work on the business rather than in it. We are currently looking at new software to improve HR processes, which will make that side of the business easier for everyone, but now we’re settled into the new premises, I can’t see myself wanting for much. I’m in a good place. they’re losing their enthusiasm for the industry. The question is: who’s going to take over when the older and middle‑aged dealers do retire? Is there the desire from the younger generations? There’s definitely a lot of negativity in the channel around this. We don’t have that issue at CBS because we’re all about growth and expansion. CBS has a big future, and I want to be leading it. In the last few days, we have taken on two new salespeople from the industry who have joined because they can see a positive future with us. Q: Which OEMs do you partner with and why? A: For our A3 MFP range, we partner with Develop and Sharp, and for A4 we work with Develop and Lexmark. They’re excellent products, with progressive technology, the companies are highly respected, and we’ve built solid working relationships with all of them over many years. Our customers like them too, for their print quality, reliability and affordability. Q: What are your customers most interested in currently? A: MPS is our core business. We have 4,000 machines in the field, and they need servicing, so there is always interest from customers in this side of the business. However, we’re definitely seeing a growing interest in the combining of document management, workflow, IT services and telecoms, in one contract. Customers want solutions that make their businesses run more smoothly, and that’s where we can add real value. Q: How have you changed/are you changing business operations to exploit new opportunities? A: Apart from the big move into our new head office in July, we’ve also acquired new business from Sastech, which has increased our area and audience. We’ve got experts in every part of the business – managed print, IT, networking, telecom, and cloud, so we’re set up to keep broadening what we can offer. Q: What do you see as the biggest challenges facing channel businesses today? A: In all honesty, I haven’t got too many challenges at the moment. We’ve just moved into new premises, everything’s running well there, we’ve got plans for future growth, and our customers are happy. If anything, I think the main concern in our industry, as a whole, is the rising cost of products from the OEMs, and they’re struggling with pricing themselves. We’re on the ball with that because we buy the right stock in the right quantities at the right price, which means we can sell at the right price. Another thing I’ve noticed is a lot of people wanting to retire. Not just in our industry, but generally. Many of the ‘old school’ copier dealers are now at retirement age and looking to sell up, but the younger dealers in their 50s, who you’d expect to take them on, would also quite like to retire because Q&A John Green, Managing Director, Commerce Business Systems View from the channel John Green
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