Solutions in the round

Posted on Jan 12 2015 - 8:05am by John Peters
RATING

Around 80 dealer principals and business owners joined Toshiba TEC at its most recent T360 dealer event at the Celtic Manor

Around 80 dealer principals and business owners joined Toshiba TEC at its most recent T360 dealer event

Around 80 dealer principals and business owners joined Toshiba TEC at its most recent T360 dealer event

Resort in Newport

Solutions took centre stage at Toshiba’s latest T360 event held on November 20 at the Celtic Manor Resort, highlighting changing priorities for the print channel.

Toshiba TEC marketing director Jeremy Spencer said: “We felt it would be a great opportunity to impress upon dealer principals and business owners how important solutions is becoming. We are all seeing print volumes and the price per page go down. It’s about trying to open up their eyes to the sales opportunities and where else revenue can be generated particularly in services.”

He added: “The ethos of T360 is that it’s supposed to be a 360 degree view of business opportunity. That’s really what we were trying to do: we put solutions, business pain points and customer challenges front and foremost. The hardware played second fiddle.”

There was a strong education element to the day. In addition to an exhibition of solutions from Toshiba and third parties, there were workshops with Gartner on software and services and the changing nature of the customer, and an informative session on social media and how that can be used to interact with customers.

“We talk to customers about reducing print volume and working smarter and the upshot is that fewer pages are being printed,” explained Spencer. “We want to show our dealers where else they can engage with their customers. How they can articulate their proposition to their customers. How they can understand the right questions to ask customers with regards to the challenges they have within business, taking into account the changing persona of the customer.

“These days the customer is very techsavvy and you tend to find that a lot of strategies adopted by companies are driven by the users and their desire to work in a more flexible and mobile manner,” he said.

To help dealers meet this need, Toshiba TEC offers a full portfolio of solutions covering print and document management, as well as related areas, such as energy management – all backed up by Toshiba’s professional services, ICT and training teams.

Spencer said: “We have a very proactive marketing approach. It’s about understanding our dealers; what their skills and competencies are; and where they wish to drive their business. It’s really about understanding what sort of support they need in order to reach their end goal. We’ll put in place education and training programmes, and we’ve also got the master programme because we are big on professionalising sales. It’s about making our dealers have a more engaging and more rewarding relationship with Toshiba.”