Cameron Arnold, Sales Manager, Woodbank Office Solutions
Q: What are your customers most interested in?
A: With the current climate, the biggest interest for our clients is how to protect themselves. Many of them see this from a technical perspective and focus mainly on trying to secure networks and not so much on documents and print; one of the biggest weaknesses to a business.
Q: Do clients have the same understanding of industry terms, such as BYOD, MPS or MDS, as we do?
A: The terms BYOD and MPS were around in the industry long before I joined and are commonly used when talking with businesses. MDS is where it gets interesting. Even though many businesses believe they have a grasp on their documents and how to manage them, many are still using traditional filing cabinets or sub-folders within their network. Not many have processes and workflows in place to manage them properly and ensure compliance with relevant legislation in their industry.
Q: Where are you seeing most traction at the moment, are there any verticals that are particularly strong?
A: Currently, we are seeing greater interest in document management from the manufacturing sector, where trying to find relevant information for queries and audits is taking up precious time and resources. Also, businesses that have a lot of people working outside the office are looking into how they securely and effectively manage their documents through secure mobile solutions that are capable of version control.
Q: When selling MFPs, what are the most popular software solutions you provide and why?
A: We look to help our clients utilise their print fleet as much as possible whilst controlling what is printed. Print management software and intelligent scanning software reduce not only our clients’ volumes but also the amount of time they spend processing information.
Q: Where do you get information on the latest products and solutions, and do you feel that the OEMs are doing enough to educate their channel partners?
A: We spend a lot of time with our partners looking into current trends and new advancements for our clients. Being in a very competitive market means we need to stay ahead of the curve. Working closely with our partners and doing our own research are critical to ensuring we provide the best service for our clients.
Q: Is your patch particularly competitive – is it national or local competition that you face?
A: I look after Greater Manchester. We have a number of local and national competitors in every opportunity we see. It’s very competitive! Focusing on making sure we get the solution and service right for our clients is key to maintaining our growth.
Q: How do you spend your week – time on phone, face to face meetings with customers etc.?
A: The week starts off with a sales team de-brief and review of the coming week. Then there’s a lot of time on the phone, with networking events thrown in the mix. We look to find the right mix of activity to utilise our sales teams’ strengths.
Q: What would make your job easier?
A: Unfortunately, due to the history of our industry, it’s a difficult career for enthusiastic sales people to succeed in. Many businesses still have a negative opinion of the managed print service provider despite the number of excellent providers focused on client service before maximising profit. A change in how businesses view our industry would be a great start.