The Recycler Issue 331

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FEATURE Following a week of calling and talking to different aspects of the office imaging market, here is our take on what might evolve in the market. Trends in imaging Here are a few trends our readers are reporting to us in the last few weeks: • Inkjet printers- Sales of inkjet printers are booming to a point where resellers report that the OEMs have some supply issues for some models of new printers. One reseller told us that he had been advised of a three week delay for his order of 150 printers. • Inkjet consumables - The same situation exists for OEM consumables and that has increased the demand for refilled and remanufactured inkjet cartridges. In the Netherlands instore refilling is having a renaissance. • Reused printers – Here is a big turnaround. Historically used machines are purchased and exported, now the dealer channel is looking to acquire machines. Why? Social distancing. As people return to work, social distancing will be a norm. Gatherings around the copier / printer will be a thing of the past with more department size printers more evenly spread. Customers Some may close for good; others may downsize, early conversations will tell you their direction of travel and their needs. Good account management should always be a priority, but absolutely essential now. Agility When you start a business you run after every opportunity and take on whatever the customer needs. You are so agile it The report implies that the working from home workforce could double from 5% to 10%. is what defines your business. Then the business matures, and you focus on the customers that fit your business model. You gain volume and profitability, but you become less agile and some customers fall away. Today you need to switch agile mode back on at the 110%. Your current and new customers will want knowledge, expertise, a strong “can do” customer focus, and you need to be service orientated. Remember they have the money and you have to deliver the service. A remanufacturer has seen sales drop 20%, but they are picking up business from rivals because they have materials, empties and can supply to order. On the back of that, another well-known remanufacturer has suffered a 70% loss of sales since February. They operate in the education sector. While another is in the parts supply chain. Their sales are down 60% in the same period. Both company owners cite the perfect storm of demand falling, customers who are unable to pay to terms, suppliers wanting payment with order, and banks that are unwilling to assist. Work from home Not everyone will return to working from the office. One report we saw recently suggested that before the pandemic 5% of workers, did in fact work from home. The report implies that the working from home workforce could double from 5% to 10%. They will all need IT, cloud and server connectivity, printers, consumables and security. Deutsche Welle reported recently: “Millions of Germans are currently working from home, meeting via video conferences and using digital platforms for their jobs.” In a country that does work with a solid analogue paper trail, there are massive opportunities for digital integration and working. 6 Issue 331 June 2020
You can contact The Recycler via Twitter at @RecyclerMedia Let’s Work Together At times like these working together is more prominent than ever. We may not be able to visit our customers face-to-face, but we are working behind the scenes to ensure that we can support them and offer solutions to make business run as smoothly as possible. Ways Katun Can Help You: ✔ We can deliver next day to your end-users ✔ Excellent stock availability and competitive prices ✔ We offer credit facilities for good standing customers* ✔ Easy online ordering at www.katun.com/kolc *Subject to company credit checks and strict repayment terms. Issue 331 June 2020 7
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