Printers with punch

Analysts are forecasting that the Middle East printing market will see growth again this year as the industry begins to recover. With that in mind, we pinned down six of the region’s top printing hardware providers and asked them to shine the spotlight on a big-hitting printer model that will make the channel money.

Tags: Epson UKHP Middle EastOki Electric Industry CompanyPrinterSamsung CorporationXerox Corporation
  • E-Mail
Printers with punch Amin Mortazavi, general manager IPG Middle East, HP.
More pics ›
By  Andrew Seymour Published  August 16, 2010

Samsung: Mehdi Heidari, business head printers
Printer model: MultiXpress CLX-8385ND MFP
Word on margin: ‘Reasonable margins and continuous sales of consumables, maintenance kits and after-sales services’

Target market
: Samsung has revamped all entry line-ups with a new product range loaded with superb features that will ease the life of the consumers. The CLX-8385ND printer is targeted at SMB enterprise customers. It is a compact MFP, which combines high productivity with great efficiency to replace multiple desktop printers and MFPs.

Info to include in sales pitch: The three key points that resellers should focus on in their sales pitch are the CLX-8385ND’s performance, user-friendliness and environmentally-friendly features. The MultiXpress CLX-8385ND printer is the fastest colour laser A4 MFP in its class. Along with its impressive speed performance, it provides a robust and efficient copying solution. This printer’s duty cycle of up to 100,000 pages per month means it is ideal for those that need to copy and print higher volumes. The CLX-8385ND is fully loaded with wonderful solutions, such as built-in job accounting and print management, absolutely free of cost. The cost saving and productiveness of these solutions are the basic needs of any mid-sized or enterprise organisation, which is a great sales tool for any salesman.

Essential sales skills: The features and specifications of this product are easily understandable by the salesman as well as his customer. The only skill required by the reseller is a basic knowledge of the printing and copying industry, so that it can easily feel the difference in user-friendliness and added value features of our product compared to competitors’.

Khalil El-Dalu, general manager middle east, Epson
Printer model: B-510DN business colour ink jet printer.
Word on margin: ‘Healthy, two-digit margins depending on after-sales support services offered’.

Target market: This printer is the right product for all those who need high-quality printing at a lower cost than laser. It is a heavy duty printer featuring simplex and duplex printing with network connectivity as standard. The black cartridge can produce 80,000 pages, making it highly cost-efficient.

Info to include in sales pitch: First of all, we have to mention that this product is a green product - it has a lower power consumption than laser printers. In addition, the B-510DN has a lower number of supplies and will give users a very low cost per page. Users can print on glossy or photo papers with high quality results, not forgetting the fast printing speed of up to 37 pages per minute.

Essential sales skills: Resellers need to know the competitive advantage of this printer and what output it can produce to be able to sell it. Resellers should target customers with high print volumes and also those looking for a green product. We recently launched a special programme for resellers whereby they will get rebates and other incentives from selling any Epson product, not just the B-510DN. Resellers interested in enjoying the benefits of this programme can just fill in an application form and become a Bronze, Silver, Gold or Platinum partner depending on their quarterly purchases. In addition to the upfront margins, all our channel partners enjoy good rebates directly from Epson at the end of each quarter.

Add a Comment

Your display name This field is mandatory

Your e-mail address This field is mandatory (Your e-mail address won't be published)

Security code