Print.IT Reseller - issue 59

01732 759725 38 Q&A Skywell, the first smart atmospheric water generator is now available to buy in the UK. Jason Cort, Director of Product Planning and Marketing at Sharp Europe reveals more about the exclusive deal Innovative new concept presents business opportunity for the channel Skywell’s technology fits in extremely well with Foxconn’s vision for the Future Office requirements, are extremely compatible with the existing sales model within the print channel. In fact, Skywell was already exploring potential distribution partnerships in the US before it received a suggestion from Foxconn (which at the time was in the process of acquiring a majority ownership stake in Sharp Corporation) to meet with representatives of Sharp USA. Skywell’s technology fits in extremely well with Foxconn’s vision for the Future Office, which is a concept that Sharp has also been developing and investing in heavily over the past year. Not only does Skywell’s atmospheric water generator support the sustainability and CSR goals of many large organisations, its premium appearance, enhanced user experience, and integration with office infrastructure through the unit’s tablet message board, make it an exciting addition to any portfolio. Following a series of meetings between Skywell, Sharp USA and Sharp Japan, in late 2017, Skywell and Sharp entered into a formal distribution arrangement under which Sharp acquired the exclusive rights to sell Skywell products through its direct sales channel in the US. This relationship has subsequently expanded to include Europe, where Skywell is now available to buy exclusively through Sharp and its partners. From our perspective, products like Skywell are key differentiators between Sharp and its competitors, an asset that our channel partners also benefit from. PITR: Why is it important for channel vendors to explore new areas of innovation? PrintIT Reseller (PITR): How did the Skywell relationship with Sharp come about? Jason Cort (JC): Sharp’s strategic alliance with Skywell initially came about through a shared relationship with Foxconn in the US. Very early on, Skywell had concluded that partnering with an existing vendor or manufacturer within the print channel was a good initial go- to-market strategy. The company’s target customer and core business model, which is built on hardware sales on the front end with future consumable component sales and ongoing maintenance Skywell: in brief: The Skywell 5TE features revolutionary technology to turn the surrounding air into fresh, clean drinking water, with no plumbing required. It works by taking in ambient air and collecting moisture through condensation, which is then filtered. The water goes through a seven- stage air and water filtration system, ultraviolet purification and ozone treatment to remove dust, airborne particles, bacteria and other impurities. Skywell’s built-in ‘Smart’ monitoring system continuously monitors every drop of water dispensed to guarantee its purity and high quality. The Skywell also comes equipped with a customisable eight-inch interactive touchscreen that runs the Skywell App. This can help to encourage employees to stay healthy and hydrated by allowing them to create their own personal consumption profile, set daily water consumption goals and then track progress throughout the working day, week or month. The Skywell is also capable of serving as a very effective branding tool by prominently displaying the corporate logo of the user company, as well as operating as the office message board. The units also offer the flexibility to add a water point in new areas of the office because it doesn’t require plumbing or mains water – all that is needed to install a Skywell unit is a power supply.