01732 759725 20 so it’s up to us to demonstrate the cost savings that can be had over the term of a contract. PITR: What (or who) do you think has had the greatest impact in the sector in recent years? PW: It has to be COVID. Print volumes plummeted during the pandemic, which, for all, was difficult to manage. But with the emergence of hybrid working and decentralised print coming to the fore, our A4 offering helps businesses streamline their printing needs whilst helping save money. PITR: If you could speak directly to someone who inspired or challenged you most in your career, what would you want to say to them today? PW: Put simply…thanks! They challenged me to think bigger and pushed me out of my comfort zone when I needed it. At the time, it wasn’t easy – but looking back, those moments shaped my career and taught me resilience. I’d want them to know that their influence still drives me today, and I’m grateful for the lessons they gave me, even when they often came disguised as challenges! well‑known FMCG manufacturer. I didn’t get the job, but the recruitment agent said I would be a great fit for a company called Brother…I thought sewing machines and Man City but went along to the interview and the rest is history. Here I am 16 years later, and I haven’t looked back. It’s a great place to work with a real family feel. PITR: What excites you most about working in print today? PW: The constant evolution of print. When I first started it was all about ‘stack them high, sell them cheap’, a very deal-led model. It’s now a real solution sell in which I love the challenge. Our A4 product portfolio helps dealers drive incremental business for their customers, which brings me real job satisfaction. PITR: And what are the biggest frustrations or challenges? PW: Price pressure is a big one. Print is often treated as a commodity. This can lead to cost saving and ultimately pressure to deliver a viable solution with limited budget available, which of course we always try to deliver. Endusers are sometimes resistant to MPS, PrintIT Reseller (PITR): What was your first job in print? Pete Westwood (PW): I’ve been in the print industry for over 16 years now, all at Brother UK, and in the channel. I started in 2009, as a sales exec in our mail order internet channel (remember catalogues?!) which is now effectively our Online Partners. I then moved over to the VAR space as Business Manager, spending 11 years here making progression to head of the channel. It was in this space where I found my love of MPS. I love the challenge and reward of solution selling, helping overcome complex obstacles to deliver a viable and cost-effective solution to our channel partners, and ultimately end-users. It was from this that we have now recently formed an MPS Business Partner channel which I currently head up, helping MPS dealers drive incremental sales for their business in the A4 space. PITR: What led you to enter the sector? Did you choose print by design, or accident? PW: By accident. I actually went on an intense sales recruitment day for a My life in print INTERVIEW Pete Westwood Pete Westwood, Head of Sales – Specialist Print, Brother UK, shares details of his life in print, what he’s learned, and the highs and the lows of our unique and challenging industry
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