3 PrintIT Reseller was among 112 delegates and VIP guests, as well as representatives from 60 key partner companies, who attended Integra Business Solutions’ annual conference. This year’s theme – Innovate for Growth – was reflected across the feature-rich agenda. Integra CEO Aidan McDonough kicked off the day with an address where he shared his views on the current state of play in an ever- changing and increasingly competitive market place which continues to see further consolidation. He spoke about the key challenges the independent dealer channel is facing – in particular inflation and exchange rate fluctuations and the resultant impact on margins (page 22). IBC Group has created a new service in response to the increasing numbers of IoT-connected devices in the workplace and the huge opportunities this presents. Smart Asset Maps enables organisations to map all their IoT-connected assets onto Google Maps, feeding in live data which provides a single view of the estate. The service will enable channel partners to expand their understanding of their clients’ business and add value by providing insight into operations of the organisation that are often not visible – see page 33. The print industry is changing. Against a backdrop of hardware commoditisation, low growth, squeezed margins and a buyer landscape that will be less dependent on printing, print vendors are having to seek new ways to increase sales and profitability. On page 34, VOX POP focuses on the need to diversify to grow. This month’s Q&A is with Stuart Kershaw, Regional Sales Manager, Altodigital, and PITR spent 60 seconds with Glen Constable, Managing Director, Parsia Managed Supplies Services. And finally, if you’ve got any news about your business to share, would like to be included on our monthly VOX POP panel, have a compelling business success story or simply wish to comment on any industry issues, please get in touch with us at
[email protected] Michelle Ryder , Editor PRINT.IT Reseller is published by Kingswood Media Ltd., Amherst House, 22 London Road, Sevenoaks TN13 2BT • Tel: 01732 759725 Email:
[email protected] www.printitreseller.uk No part of PRINT.IT Reseller can be reproduced without prior written permission of the publisher. © 2018 Kingswood Media Ltd. Design: Sandtiger Media www.sandtiger.co.uk 04 Bulletin What’s new in printers and printing 16 MSPs Security presents MSPs with an opportunity to capture new business 18 Focus on Print A round-up of recent product launches 22 Conference Integra encourages members to innovate for growth 26 Cover Story Best-in-class business scanners from Epson 28 Company Profile Tecserv sets superior standards of service 33 Services IBC Group launches Smart Asset Maps 34 VOX POP This month’s panel debates the importance of diversification and why the ability to provide ‘services beyond MPS’ is central to future growth 40 Hot Topic Does the traditional OEM rebate model based on unit sales need to change? 48 View from the Channel Stuart Kershaw, Regional Sales Manager, Altodigital 50 60 seconds with... Glen Constable, Managing Director, Parsia Managed Supplies Services ISSUE 57 · 2018 print it reseller.uk Comment Register online To receive your regular FREE printed copy of PrintIT Reseller Magazine simply fill in our online registration form at www.printitreseller.uk/register If you no longer wish to receive PrintIT Reseller magazine please email your details to
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