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business inkjets
26 Print.IT Reseller
“Business inkjet has finally arrived
and in my view it’s now a very compelling
proposition.”
Technology of choice
Steve Torbe, Epson’s Head of Reseller
Sales, says that there’s been a big shift in
perception around inkjet technology in the
office space. “In the fine art and photography
sectors for example, it’s long been the
technology of choice.
“Eighteen months ago we launched the
Epson Workforce Pro range which utilises the
same professional micro piezo technology as
all inkjet devices. What we did was re-design
this technology and the print heads to build a
range geared for use in the office market. Up
until that point, there wasn’t a true business
inkjet device on offer and we’ve witnessed
a 300% increase in sales since launch – a
trend we expect to continue.”
The benefits of inkjet printers are well
documented: they are faster than comparable
laser printers and the FCOT is massively
quicker – with no time needed for the laser
to warm-up; and they use much less energy
– a typical laser printer consumes 500-600W
whereas inkjet uses 20W.
In tests where Epson drew comparisons
against the top 10 A4 Colour Laser Printers
& MFPs sold in France, Germany, Italy, Spain,
& UK in Q1 2011 tracked by IDC, Epson’s
WorkForce Pro was found to offer a 50%
lower cost per page and 80% lower power
consumption.
Torbe says that in real life situations, the
actual cost savings can be as much as 65%.
“It all depends on what is being printed. In
tests, which compared a number of laser
printers with the Workforce Pro for printing
10,000 colour pages, the most expensive
model cost £2,315, while the cheapest
comparable model came out at £983 -
against the Epson inkjet printer at £432.”
With end-users typically buying into MPS
as a solution to both automate business
processes and achieve cost savings, what
inkjet offers is an alternative, especially
within environments where centralised
printing isn’t de rigeur. Torbe says that it
opens up a new opportunity for dealers to
enter into conversations with customers,
to talk about something other than MPS.
“Inkjet offers a low cost of entry and
delivers significant cost savings, coupled
with better quality and fast speeds.
“There are lots of laser printers sold into
offices where typical print runs are short
and where in reality, inkjet is the better
option. What the WorkForce Pro range
offers is a strongly disruptive technology
and it provides a great opportunity for savvy
channel partners to win new business from
their competitors who have previously sold
laser into the customer.
“Enlightened resellers with a strong
customer relationship will look to act as
a ‘trusted advisor’ to their customers. If
the customer is introduced to significant
efficiency savings via a reseller, positive
word of mouth and repeat business will be
of great value to the reseller. Any channel
partner currently selling laser products
without demonstrating the possibilities of
business inkjet is at risk of other resellers
engaging with and converting the customer
instead.”
HP Officejet series
HP says its new inkjet printers such as the
HP Officejet Pro and Officejet Pro X range
are faster, more efficient and cheaper to run
than most Laserjet printers. As a general
rule, HP recommends inkjet as the best
option for up to 15 users within the office
setting, whereas laser is ideally suited for 15
users or more.
Thanks to the lower upfront costs and
increased cartridge capacity with XL ink
cartridges, certain HP inkjet models, in
common with Epson devices, claim to deliver
professional colour printing at 50% lower
cost per page than similar laser products. On
top of this, the HP Officejet Pro X Series has
earned a Guinness World Records title as
the world’s fastest desktop printer.
“HP’s extensive product portfolio lets
dealers meet customers’ needs with fewer
vendor partners, simplifying purchasing,
administration, program management
and lowering overall business costs,” says
Dafydd Hollis, HP UK & I Officejet Brand
Manager.
“The Officejet range of printers enables
dealers to take an inkjet printer to the
market which offers value for money for
SMBs and demonstrates that they are
listening to the needs of their customers.
SMBs want printing solutions that are faster,
more efficient and cheaper than what they
are using at the moment and inkjet offers
these benefits.
“Channel partners are at a risk of falling
behind if they do not realise the benefits
of offering their customers what they want
and will be able to build on long-term
relationships by providing the best value for
money for their customers.”
www.infotrends.com,
www.futuresource-consulting.com,
www.hp.com,
www.epson.co.uk
Inkjet offers
a low cost
of entry
and delivers
significant
cost
savings...
Funai acquires Lexmark’s inkjet-related technology and assets
Funai Electric Co., Ltd has signed an agreement to acquire
Lexmark International Inc.’s inkjet-related technology and
assets for approximately $100 million (approximately JPY
9.5 billion).
Upon closing of the transaction, Funai will acquire the
capabilities to develop, manufacture and sell inkjet hardware
as well as inkjet supplies. As an OEM manufacturer, Funai has
manufactured inkjet hardware for Lexmark since 1997 and the
companies have established a strong relationship over that time.
The acquisition will enable Funai to launch new inkjet
hardware and supplies under its own brands. Funai has established
a strategy to develop and grow its inkjet printer business by
introducing Funai’s own inkjet printers and supplies into the
market. With the inkjet patents, state-of-the-art manufacturing
facilities and comprehensive R&D capabilities, it will be able to
accelerate the expansion of its inkjet business.
For Lexmark customers and distributors, there will not be a
disruption of service or support as they continue to work directly
with Lexmark. Funai will become a manufacturer of Lexmark’s
aftermarket inkjet supplies. Lexmark will continue to support
its installed base of customers in the sale of aftermarket inkjet
supplies and will continue to provide customer technical and
warranty support.
www.funaiworld.com
...continued
Steve Torbe, Head
of Reseller Sales,
Epson