Print.IT Reseller - issue 59

PRINT IT RESELLER.UK 43 VOX POP ...continued the headlines and having an effect on business and personal spending habits. “People will always need print, but there may not necessarily be the big budgets and margins will be further squeezed. “More will need to be done with less and those involved in the print sector will have to think how they can deliver quickly and effectively, at a price that offers profits. “People say times are tough and the industry is facing pressures – it’s been like this for a number of years now, it’s the new norm. But this is where flexibility and agility come in. We’ve already seen it happening through 2018 - in print for example, people are looking at jobs and asking whether they necessarily need to be delivered though large-format devices that present glossy finishes. “The question is – can things be done differently? The answer is, of course, yes. There is always room for certain types of litho and larger digital devices, but the smaller print devices are offering more flexibility. “We’ve seen production print facilities maintain their large devices but add RISO cut-sheet inkjet printers to their fleet. These offer the flexibility to do reprints but also the option to handle their own work, creating new revenue opportunities for forward-thinking businesses. “Manufacturers have to be able to deliver devices that offer flexibility and opportunity, and that’s why we at RISO, for example, invest so heavily in research and development. It’s why our cut-sheet inkjet printers offer low cost colour printing. They offer unbeatable speed and reliability – and flexibility. They are small in footprint too and don’t require huge capital investment. “These factors are crucial for businesses who need to maintain margins and retain customers through 2019 and beyond. So, 2019 is the year when people will do things differently. They will be agile. They will be flexible. And we can help them be successful.” www.riso.co.uk Michele Mabilia, Head of Product Marketing, Kyocera Document Solutions UK “In 2019, expect to see further consolidation in both the print and IT channel with a significant increase in both acquisitions and partnerships. With print technology becoming mature, it leaves little room for technology-based differentiation. As a result, the companies that will thrive next year are very aware that the core value is in their existing customer base and ability to identify critical customer pain points. “In fact more than ever before the focus will shift in 2019 to maximising customer lifetime value; as a company, we are leading the way in diversifying our portfolio in order to provide partners and customers with a comprehensive solution. Our aim is to offer channel partners the opportunity to enter new profitable routes to market in growing fields with high margin potential such as ICT, managed services and content services. “With increased competition and margin pressure, companies will be under pressure to minimise costs and maximise profitability. Mobility, BYOD and ‘office of the future’ concepts will become more relevant than ever, creating opportunities for companies who are capable of combining on-premise solutions with cloud, virtualisation and remote working. “Security will continue to be a hot topic in 2019, with firms still finding their feet after the introduction of the new GDPR regulation. Protecting the confidentiality, integrity and availability of information whilst reducing the risk of unauthorised information disclosure, modification, and destruction has become a key focus for organisations.” www.kyoceradocumentsolutions. co.uk Rob Brown, Head of Graphic Arts and Industry Print, OKI Europe (UK & Ireland) “As we look ahead into 2019, I expect to see speciality and graphic arts-based printing driving continued growth in two key areas. The first is direct mail, which has seen a resurgence. Go back 20 years or so, and against a backdrop of negative headlines about junk mail, the marketing industry started to move to e-marketing. That move is now being reversed as marketers are realising that direct mail can still be a potent tool. The US-headquartered Data & Marketing Association’s (DMA) 2017 report found direct mail response rates rank more highly than digital channels. At 5.1 per cent for house lists and 2.9 per cent for prospect lists, mail response rates consistently outdid the two per cent response rate of all digital channels combined. “Moving into 2019, there is no reason to expect this recent resurgence in direct mail to stall but its continued success will be dependent on how effectively marketers leverage the materials at their disposal and how smart they are in the way they use print. “We expect businesses to increasingly move from plain white to quality coloured envelopes, with the recipient’s name printed in typed font. Using high-definition digital colour technology with a white toner combination will significantly increase the chances of businesses getting their mail opened. White toner can also add impact to the content of the envelopes by increasing the marketing power of print used in combination with everything from standard paper sheets to assorted waterproof and tearproof materials. “The other key area of the market we anticipate driving growth during 2019 and beyond is personalisation. High- quality print can add value to a wide range of personalised products – from chocolate tins, to t-shirts and bags. The requirement here is typically for short-run printing of course – generally one or two Expect to see further consolidation in both the print and IT channel with a significant increase in both acquisitions and partnerships continued... Tatsuo Murakami Rob Brown