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scanners
20 Print.IT Reseller
“Northamber transact a significant
part of our UK business and have the
skills and expertise in-house to drive
new growth for us in the future. The
team is extremely knowledgeable
around our product range, our
business and processes, the overall
market and the competition,"
Michigan said.
As margins are further eroded within
the B2B print channel, the document
scanner market continues to maintain a
good front end margin for the reseller
channel. According to Michigan, 8-10%
is achievable – great compared to normal
print products.
Michigan said Northamber’s strong
expertise in document scanners can help
Fujitsu’s channel to grow. The company
held 60% of the UK market in FY12 and
anticipates around 8-10% unit growth year
on year. “We continue to work alongside
Northamber in identifying any gaps in
the market, creating opportunities in new
verticals and looking to grow the overall
UK market,” he said.
Great market potential
Fujitsu assumes that today only 10%
of all companies have implemented
comprehensive document management
solutions across departments. This
represents a great market potential and
especially within the healthcare, local
government, finance and legal markets.
Michigan said that whilst a basic MPS
solution increases customer retention, the
margins can be low and the conversation
tends to be tight around the print
infrastructure. Dealers looking to build
long term relationships and add value to
their customers’ businesses are introducing
scanners into the mix.
“A conversation around document
imaging is more in-depth and will provide a
greater insight into the end user’s business.
Scanners are the interface between the
physical and the virtual worlds. You can
glean much more information about
topics like software, data, cloud and their
networking capability and for dealers, this
level of information is key,” he said.
Scanners have great
margin potential
Northamber, the longest established trade-only distributor
of IT equipment in the UK, has been a Fujitsu PFU Imaging
Solutions partner for around eight years. Lee Michigan,
Fujitsu Country Manager UK & I, said that he sees the
company as a key business partner.
...the
document
scanner
market
continues
to maintain
a good
front end
margin for
the reseller
channel...
Online resources
Fujitsu’s Imaging Channel Program enables
reseller partners to access the latest
marketing materials and tools around
Fujitsu scanners. The company engages
in demand generation activities and
opportunities are distributed to appropriate
reseller partners within the Imaging
Channel Program.
Additionally, there’s a suite of online
tools and resources including an online
scanner configurator and free ROI
calculator for measuring the amortisation
period for companies considering buying a
document scanner or already using one.
This tool, based on research conducted
by market analysts at the AIIM (Association
for Information and Image Management)
and published in the White Paper
Scan
More, Print Less – save your small business
a small fortune,
helps small companies in
particular to estimate not only the budget
impact of deploying a scanner but also its
effect on the environment.
The calculator illustrates three kinds of
ROI: materials cost only; materials cost plus
costs for filing and searching for missing
documents; or a green ROI based on paper
savings.
Fujitsu has also just launched a social
media portal that provides resellers
with access to both Fujitsu and industry
content.Dealers can set their preferences
online and automatically post updates to
Facebook, LinkedIn and Twitter.
www.northamber.com,
www.imaging-channel-program.com
Cable? What Cable?
Fujitsu’s ScanSnap iX500 now comes with enhanced Wi-Fi functionality, offering not only Wi-Fi
connectivity between scanner and mobile Android and Apple iOS based devices, but also enabling
the scanner to connect to a PC or Mac via Wi-Fi – at the touch of a button.
Versatile Imaging Technology
By using Versatile Imaging Technology, Fujitsu’s
newest scanner – the SV600 – lets people scan
books or A3 documents up to 3cm thick, without
having to cut out pages or excessively flatten the
original in any way.
The contactless scanner features book correction, which
compensates for the contours of the book and detects
page turns. An auto-dividing feature enables users to scan
multiple items simultaneously, including up to 10 business
cards.