01732 759725 48 A: For many years print management has been popular and still is today, however we are speaking to more clients now around automating paper‑based and digital-based processes to minimise staff touch points, scanning into different folders is very relevant so clients can be organised, and access controlled. We partner with several software providers such as PaperCut, DocuWare, and Filestar to name a few. Q: If you could change one aspect of your job, what would it be and why? A: It might sound cliché, but I can’t think of anything I’d change. I enjoy the varied nature of my job and the industry we operate in. Naturally, that brings challenges, but being faced with challenges stops you becoming complacent, they make you think and often make you better at what you do. That’s a good thing, even though I might not feel that way at the time! Q: How do you spend your week – time on phone, face to face meetings with customers etc.? A: My week is very varied and is a mixture of all the above. I can have a plan on a Sunday evening for the week ahead and that can change very quickly, so it’s important to have my to do list to ensure if things do change, I can revert back to what my objectives were at the start of the week. Q: What would make your job easier? A: For everything to go the way I would like it to and as per my plan. However we deal with a vast array of clients from different industry types and employ a number of staff, so all these variables mean that very rarely happens. But I wouldn’t have it any other way, it goes back to the challenges piece, whilst it would make my job easier, there’s a risk of complacency. https://oystermps.co.uk our clients’ requirements. We are a strong believer in our independence; it’s important to have a multi-vendor offering so we can provide clients with the best and most cost-effective solution, across A3, A4 and production print, for their needs. The OEM partners we work with continue to innovate to ensure we have the portfolio to be competitive in today’s changing market. Q: What are your customers most interested in currently? A: Customers want more from their MPS partners than simply supplying print devices, automated toner replenishment and service. Businesses today are looking for a technology provider that is focused on ensuring constant improvement and delivering ongoing efficiency benefits across a long-term partnership. We win business by talking about digital transformation, workflow automation and business pain points, not about speeds and feeds, and we retain clients by focusing on innovation and ongoing optimisation, so the client continues to benefit throughout the contract term. Sustainability is also a big consideration for clients. Q: How have you changed/are you changing business operations to exploit new opportunities? A: We are always learning and adapting to stay relevant in the world of technology. We continue to invest in the right skills and tools to ensure we can meet our clients’ needs in this fast-evolving market. We are open to and receptive to embracing new technologies such as AI and automation software in our own business, especially when it enables us to become more efficient internally, as that ultimately benefits our clients and ensures we continue to deliver best-in-class customer service. Q: When selling MFPs, what are the most popular software solutions you provide and why? Q: What do you see as the biggest challenges facing channel businesses today? A: The industry is evolving. Whilst cost pressures continue to affect the MPS market, as with other industries, we have to be innovative and look at ways to complement traditional hardware sales with value-added services, such as workflow automation and optimisation to support clients on their digital transformation journey. At Oyster, we prioritise constant investment in knowledge and software, which makes us more efficient as a business and enables us to better support our clients. That’s a must to stay ahead of the competition. Q: Which OEMs do you partner with and why? A: Our global partners such as Sharp, Ricoh and Konica Minolta, provide us with a comprehensive portfolio of hardware and software that allows our business to be flexible to meet Q&A Richard Harris, Managing Director, Oyster View from the channel Richard Harris
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