01732 759725 36 Brother encourages resellers to drive MPS success On October 23, Brother UK welcomed resellers to an event focused on the future of MPS. Held at its Manchester HQ, the gathering offered attendees an exclusive opportunity to explore how partnering with Brother can drive long-term business growth. From insightful presentations to one-to-one discussions, the event showcased how the vendor can help channel partners thrive in an ever-changing market Brother UK Managing Director Phil Jones opened the event with a clear message: his objective was to convince the resellers in the room to partner with Brother for MPS. “Brother is a 100% channel-centric vendor, we work with 123 partners currently and we’re looking to onboard 100 new partners in the UK,” he explained. Jones underscored Brother’s strong market position, highlighting that it is the second most-sold brand in the channel and the number one laser brand in the UK. He pointed to a key industry shift – by 2027, 65% of all SMB print devices will be sold under an MPS contract, this, he said, makes now the ideal time for resellers to align with a trusted partner. Liquid change Jones used the term liquid change to describe the fluid, unpredictable forces that are influencing the way end-users behave today. He highlighted several trends that are driving disruption across the print sector including the changing role of the office. “With reduced occupancy levels and shrinking footprints, the traditional office is being redefined. The print market is a mature one, devices are staying in the field for longer, contracts are being extended, fewer devices are being replaced, digitisation is accelerating, and the once-dominant A3 copier is losing relevance as decentralised print environments demand smaller, agile workgroup devices,” he said. Jones also pointed to the fact that as the younger generation assume more senior roles, new leadership styles are emerging and this is shaping different approaches to technology investment. Other key factors prompting businesses to rethink their technology strategies include economic pressures, new flexible working legislation, and the impact of AI. Print is not dead, it’s changing “Our role as a trusted advisor is to help businesses navigate into the future,” he said. “Print is not dead, it’s changing. It has shifted to a utility rather than a strategic discussion and traditional copier dealers have to pivot to meet the demands of a decentralised, workgrouporiented workplace.” Sustainability is top of the agenda for businesses of all sizes, and environmental due diligence has become significantly more intense on tenders. Jones pointed out that Brother has strong credentials in this area. “Our recycling and remanufacturing sites in Ruabon and Slovakia are world class and that’s a key differentiator. Zero waste goes to landfill and with our MPS offering we can provide personalised data on recycling and remanufacturing CO2 savings to support companies’ reporting on sustainability – it’s a full turnkey end-to-end solution. “Partnering with Brother will help you to accelerate sales. Taking care of business with you and your client – and working with you to ensure customer satisfaction is high - that’s what Brother is really good at,” he said. “One in ten copier sales are transacted directly, as a channel-exclusive vendor, you will never compete with us, we want to walk with you and talk to your clients with you in partnership.” Market opportunity Brother MPS comes in five flavours. This includes MPS Essential, Professional and Enterprise, which support a small business right through to an enterprise with thousands of devices. Exclusive to the OA channel, it also offers MPS Partner, where the partner owns the PARTNER CONFERENCE
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