SUSTAINABLE PRINTING & PRINTERS
How important is cost (initial outlay and TCO) in the sustainable print conversation for resellers and dealers? SP: Cost of ownership is a major factor in every conversation between channel partners and their customers and they’re laser-focussed on recommending the best products for their customers’ needs. Sometimes it’s better to pay slightly more for the correct device to benefit from lower running costs. For example, choosing a device with longer service intervals and large capacity toners will reduce the number of user interventions and consumable changes to minimise waste. Kyocera is in a unique position here – we’re known for our industry leading long-life ceramic drum technology, which is a perfect choice for dealers majoring on this sustainable approach to TCO. IJ: Customers recognise the benefit of maximising the life of hardware vs procuring new equipment, however, there is a balance between new vs old when you consider the improved yields of consumables, low energy consumption, less frequent servicing and the ability to remote and resolve without sending field technicians. RDS use independent tools and data to prepare this level of detail for customers, which consider financial costs of product and service, CO2 offsetting, and value attached to brand positivity in the reduction of carbon output. Alongside the calculations described previously, customers value the long-term approach to a print strategy, and the confidence their chosen partner is as committed to the plan as they are. We’ve created a unique gainshare model where we combine a customer’s desire for sustainable printing alongside cost reduction strategies. Our aim is to drive out print through a range of digitisation programs and analysis with both parties utilising the real savings to invest in continuous improvement, thus proving high ROI multiples. Essentially, by creating a financial incentive for both parties we can deliver significant print reduction and effect cultural changes resulting in a sustainable printing model. What approach should dealers/resellers take with sustainable printers to customers? Are there still barriers to be broken down among some customers? IJ: All businesses need to demonstrate that sustainability is truly an integral part of their own strategy and have the ability to demonstrate how such strategies can be implemented within a customer’s environment. The print industry
has a key role to play in the office technology sector, driven by the carbon heavy impact of pushing paper through machines, which usually end up in the bin. Working with end users is key. Implementing digital first strategies is only successful when the user accepts that there are clear and positive improvements to how they work. We find that business leaders understand the benefits of fully managed print strategies, however unless this is translated onto the ‘shopfloor’, then the expected benefits are not always realised. SP: Of course, there are still barriers as customers are under the misconception that to make printing more sustainable, they will have to spend lots more money. For Kyocera’s partners this is a barrier that can easily be overcome once they show customers how Kyocera’s devices are designed to actively reduce energy consumption and put the power back in the customer’s pocket. Most of the electricity used by printers and MFPs is consumed in stand-by mode or when melting toner on to paper. But Kyocera has developed new technologies that directly benefit the customer, including toner that fuses on the page at a lower temperature reducing power consumption when printing by up to 50%; and an energy saving controller that keeps standby power used during sleep mode to below 0.5W and enables Kyocera to bake-in energy saving power modes on both the ECOSYS and TASKalfa range. Will demand for sustainable printers keep developing? And for sustainable consumables? SP: We’re not standing still at Kyocera, we’re continually working to improve our offer. As a UK carbon neutral company we’re proud that we can offer Carbon Neutral printers & MFPs for Kyocera customers and that newly introduced products will be Carbon Neutral as standard. As a manufacturer, Kyocera is serious about its Corporate Social Responsibilities and has established its own Environmental Charter. Today 99% of our printers and MFPs are designated green. The product design process is based on the 3R philosophy – Reduce, Reuse, Recycle – which puts an emphasis on long-life, less waste and low emissions so customers can benefit from a low TCO. It’s important to promote environmental responsibility among customers too, as we strongly believe that a sustainable approach does not end at production, or offsetting carbon, but carries on after purchase to bring economic benefits to customers’ pockets.
Ian Jones managing director Right Digital Solutions
“
All businesses
need to demonstrate that sustainability is truly an integral part of their own strategy and have the ability to demonstrate how such strategies can be implemented within a customer’s environment.
”
rightdigitalsolutions.com
printinthechannel.co.uk
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