News in the Channel - issue #16



with resellers, giving their customers peace of mind and proof that when they recycle devices that their data is securely wiped. “Businesses using WeBuyPro receive two certificates. The first confirms the secure data wipe, and the second records the environmental benefits of recycling the devices and can be used as evidence in support of the business’s ESG credentials.” Richard adds that resellers have a significant opportunity to deliver real value to their end clients and differentiate themselves from their competitors. “With many resellers set up to simply ‘resell’ product, their mindset and business models need to change to remain relevant in a changing market,” he says. “This provides opportunity for many, and those reseller businesses who have identified this and have collaborated with sustainability- focused, lifecycle and services partners to create new value propositions, that are relevant in today’s market, will become the new breed of VAR.” In addition, resellers should provide a clear cost-benefit analysis contrasting the purchase of refurbished tech vs new, says Stephen. “Underscoring the significant savings and their potential reallocation towards other company needs,” he says. “Resellers should also consider the value of trading in unused devices as well, which can give you a welcome boost. “By working with a partner, like Alchemy, you’ll get a much better understanding of how much Co2e could be saved across the board by trading in old devices and buying refurbished tech. They are also more likely to be licenced resellers, making it easier to demonstrate the quality of the refurbished product, which can provide reassurance. “By opting for refurbished tech and trading in unused ones, or those at the end of their term, businesses can save money, redeem value, and help to reduce environmental impact. The sooner we get the message out, the sooner we can all reap the benefits.” Taranpreet adds resellers need to ensure that they are selecting manufacturers that invest in areas such as energy efficiency and the circular economy. “Therefore, offering products that not only reduce environmental impact but also provide long-term cost- savings to the end user,” she says. “This commitment can be a compelling value proposition for end users and business partners. In short, it’s a win-win for all parties. “In addition, resellers should be providing

guidance to customers on energy-efficient products, educating customers on the benefits of sustainable products and offering recycling programmes. This should also involve emphasising the importance of product longevity and maintenance, as seen with Epson’s extended warranty and parts replacement programme, which ensures a longer serviceable life for printers.” Manufacturer response As this shows, manufacturers are also playing their part in the circular economy. “Sustainability has been in Lexmark’s DNA for over 25 years and is now an integral part of our products and solutions,” says Arjan. “Our devices are built to last for seven plus years and can remain in use for a particularly long time thanks to their robustness. This saves money and benefits the environment, as fewer devices need to be remanufactured, recycled or disposed of. Our take-back programmes for print cartridges and print devices – LCCP and LECP – also make it easy for our partners and customers. “Furthermore, they motivate the end user to take an active role in a successful circular economy model. This results in high remanufacturing rates, while our partners and customers are reducing their resource consumption, pollution and carbon footprint. Resellers should also point out to their customers the efficient use of Lexmark devices with energy and toner-saving mode, high- capacity toner cartridges, automatic duplex printing and page-saving MPS programmes contributing to saving resources and energy.” Taranpreet adds that manufacturers are increasingly building new products using the combination of new, repaired and spare parts that would have been disposed of otherwise, known as remanufacturing. “This is a vital step in extending product lifecycles, better utilising resources and reducing cost,” she says. “In the print industry specifically, we’ve seen a growing trend among manufacturers to focus on recyclable products such as ink bottles and ink tanks and prioritising more modern inkjet alternatives. Epson, for example, is an advocate for heat-free inkjet technology, which significantly reduces energy consumption and CO2 emissions globally.” Network as a Service Giles says that many devices in the field are on a three or five-year cycle. “But that device at the end of that third or fifth

Richard Eglon

With many resellers set up to simply ‘resell’ product, their mindset and business models need to change to remain relevant in a changing market. “

Giles Houston



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