Print.IT Reseller
eseller
.co.uk
23
channel investment
The
programme
is totally
focused on
sales roles
and based
on proven
practices for
performance
improvement
and real-
world
learning.
“It’s taken a lot of time and hard
work to get to where we are today – but
from day one, Consalia’s passion to
professionalise sales was overwhelming.
The tailored course, which is now up and
running perfectly, fits both Toshiba’s and
our partners’ business objectives.”
Focused on sales
For the first time, the Toshiba Masters
programme provides channel partners
with the opportunity to offer academic
recognition to their sales leaders and
salespeople for their sales experience and
excellence in a work environment. The
programme is totally focused on sales
roles and based on proven practices for
performance improvement and real-world
learning.
“The purpose is to improve the
professional status of salespeople, which
is all too often overlooked, and to provide
organisations with important research and
innovation on sales practices,” said Day.
Consalia has extensive experience
working with a number of organisations
wishing to educate their internal staff, but
this was their first venture working with
the channel, something that they were
very keen to do. “Consalia has worked
extremely hard getting to grips with our
industry and its sales culture in order
to provide us with a programme that
unlocks change in thought, which
in turn creates a platform for sales
transformation,” said Day.
“Middlesex University, one of the
world’s top work-based learning centres,
adds the academic rigour and flexible
assessment that is pivotal to the success of
these programmes,” he added.
Investing for growth
Toshiba has made a significant financial
investment in the programme, which they
view as a highly effective way of delivering
tangible business benefits to partners.
“Our dealers have also invested. Those
with staff enrolled have made a financial
contribution toward the course costs and
The Citizens Advice Bureaux (CAB)
Allerdale, based in Workington,
Cumbria, employs 20 paid staff and
up to 50 volunteers. In common with
many other CAB branches, the amount
of administration and documentation
that it has to deal with has grown
exponentially and this was proving
problematic for administrative staff.
The CAB recently introduced PETRA, a new
client management software system which
allows materials to be shared throughout the
entire CAB network. However, the process of
scanning documents into both the new and old
systems remained incredibly time consuming.
Scanning had to be carried out using software-
driven desktop MFPs and processing capacity
was just five pages a minute.
Documents then had to be identified and
renamed manually at a shared PC and, to
avoid confusion and loss of files, only one
complete document could be scanned at a
time. In some cases just one computer had
access to the scanner, causing an additional
bottleneck, while the scanned documents also
had to be manually deleted from the shared
folder after uploading a copy to the Bureau’s
client management software system.
These complex processes increased the
potential for documents to be duplicated,
deleted or lost between the scanning and
uploading process, and it was this that
prompted Office Manager Maggie Titley to
approach Toshiba TEC UK Imaging Systems
for advice.
Utilising its unique e-BRIDGE open
software architecture, Toshiba recommended
and implemented a more efficient system. The
Bureau’s legacy e-STUDIO255 mono A3 MFP
remained in-situ after Toshiba retrospectively
modified it to work with the new PETRA
system using e-BRIDGE connectors. In
addition, a newer model, the e-STUDIO256SE,
was introduced to reduce scanning time and
increase productivity.
With the new system, scanning can be
carried out at a rate of up to 75 pages per
minute, whilst ‘push’ technology quickly and
accurately sends multiple scans to a user’s
personal folder with a relevant document
name.
“The new system has had an extremely
positive impact on the administration staff at
Citizens Advice Allerdale,” said Titley. “It has
made an enormous difference to the amount
of time we have to spend on scanning and
has made our entire operation so much more
efficient.”
Carl Day, Sales Director, Indirect Division,
Toshiba TEC UK Imaging Systems
Toshiba solves problem at the CAB
on graduation there is a process in place
that will enable them to recover 50% of
this investment,” he said.
The inaugural course, which kicked off
mid-January, currently has thirteen people
enrolled: Michael Woodcock, Mick Fowler
and Gary Putson, Arena; Rob Holyoake
and Matt Brown, Stratus; Kamal Hussein,
Carlton Reece; Ed Barnett, Copiermate;
Tom Nolan, NCS; Greg Payne, Premier;
Mat Deevey, Cloudsmart; David Griffiths,
Sharples; Michael Sweeney, TOS Ireland;
and Carl Day. They are expected to
graduate in June 2016.
“I truly believe that the seven
key modules in the Toshiba Masters
programme will deliver positive change
to our channel, our business and our
employees. I am very excited to be working
with my fellow students, Consalia and
Middlesex University and look forward to
the challenge ahead,” said Day.
