01732 759725 20 focused. Thanks to these efforts, not only did we safeguard our team, but we also emerged from the crisis more united, adaptive, and future-ready. PITR: What (or who) has had the greatest impact in the sector in the last 10 years? RS: RISO has made a quiet but powerful impact over the last decade, especially in areas where efficiency, accessibility, and sustainability in printing matter most. RISO has enabled cost-effective, high-volume printing in over 190 countries where budgets are tight but communication is critical. With cold, ink-based printing (no heat, no toner, no ozone), RISO technology significantly reduces energy consumption and carbon footprint – far ahead of many of our competitors. This shift towards more efficient, environmentally friendly printing doesn’t just have a positive impact on the planet, it drives real business value for our customers. PITR: If you could change one thing about the last decade, what would it be? RS: In hindsight, I would have pushed harder to ensure our customers were fully aware of the sustainable print practices RISO was already pioneering. While we were ahead of the curve with our eco-friendly technology, offering energy-efficient, low-waste solutions, we may not have fully communicated this value proposition to our partner network and clients. Had we been more proactive in educating and positioning RISO’s sustainability advantages earlier, we could have more effectively differentiated ourselves in an increasingly competitive market. PITR: What has been your proudest moment of the past 10 years? RS: Winning the global top RISO sales award three times resulting in three visits to the home of RISO in Japan has been by far my proudest moment in the last decade. PITR: Sum up the decade in three words. RS: Resilient. Innovative. Strategic. reactions provides a unique opportunity to grow business in a much more meaningful and analytical way than over the phone or through virtual meetings. PITR: What has been the high point of the decade? RS: A notable high point was RISO’s selection as the sole print supplier for the COP21 and COP22 UN Climate Conference. RISO was chosen to supply high speed ComColor printers at COP21 in Paris and COP22 in Marrakech, managing millions of printed pages for critical UN documents during these high-profile international conferences. The decision highlighted RISO’s eco‑friendly cold inkjet technology which was a key asset of the pitch emphasising environmental sustainability through low energy use and zero emissions. This unique global exposure not only reinforced RISO’s reputation in highvolume, low-impact printing but also positioned our partners with prestige and differentiation in their respective regions. PITR: And the low point? RS: The COVID-19 pandemic was a significant low point for the print industry due to several interconnected factors that disrupted demand, supply chains, and overall business operations. As companies pivoted to work-fromhome models, traditional office printing plummeted. Industries that rely heavily on printing – such as legal, education, and government – also paused or reduced operations, reducing demand for both hardware and consumables. Ink, toner, and paper faced global shipping delays, leaving partners unable to fulfil recurring client needs. Throughout the pandemic, RISO remained resilient – navigating unprecedented disruption while prioritising the wellbeing of all staff. We adapted swiftly to protect jobs, maintained full employment across all departments, and introduced flexible working arrangements to support both safety and productivity. Regular communication, mental health resources, and a strong sense of shared purpose helped everyone stay connected and PrintIT Reseller (PITR): You’ve been working in the print and IT industry for more than ten years. What led you to enter the sector? Richard Salter (RS): To be honest, it happened by chance, but it’s a decision I’ve never regretted. Life often presents unexpected opportunities, and joining RISO was one of those moments that proved to be both rewarding and careerdefining. At the time, I was already working in sales, but I was looking for a greater challenge, something that would push me professionally and personally. RISO’s differentiated technology and value proposition in the market immediately resonated with me, and the success I experienced in those early years opened doors into leadership. Moving into management allowed me to lead from the front, demonstrating the work ethic, integrity, and results-driven mind‑set that I encourage within my teams today. PITR: What was your first job? RS: While still in college, my first role was in the insurance industry, where I gained valuable foundational experience. However, I quickly realised that an officebased, transactional environment wasn’t the ideal fit for me. I thrive on face-to-face interaction, where I can truly understand and connect with people on a deeper level. The ability to read body language, establish rapport, and gauge real-time INTERVIEW Richard Salter, National Partner Sales Manager, RISO UK shares his experiences over the past decade, what he’s learned, and the highs and the lows of our unique and challenging industry A decade in print Richard Salter
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