A good year for copying
1989 must have been a good year for copying. In this issue we feature two companies that started out back then and are now celebrating their 25th anniversary, UTAX (UK) Ltd, featured on the front cover, and Reflex Digital Solutions, subject of our Q&A on page 38. It is a sign of the times that both have pinpointed solutions as key to future growth and prosperity.
Solutions are often implemented as part of managed print services (MPS). Some resellers argue that MPS is being over-sold both to end users and to the channel. However, in our interview on page 24, Louella Fernandes says that research undertaken by Quocirca confirms that the further down the MPS road a channel partner travels, the greater the rewards in terms of profit margins and customer retention.
The benefits of switching from a transactional to a contractual busines model are not limited to providers of office print solutions. Suppliers of wide format devices are also starting to offer devices with cost per page contracts.
As we reveal on page 32, new HP PartnerLink tools will enable more of its channel to sell devices with full service contracts and pay-per-use options.
Meanwhile, at the other end of the spectrum, the launch of HP Instant Ink in the retail channel (see page 27) means that consumers and microbusinesses, too, are being invited to change the way they buy ink.
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