Midwich looks to managed print

Distributor ploughs on with managed solutions push

Jonny Francis, Midwich

Distributor Midwich has outlined a 2009 strategy for its print division that emphasises managed solutions and an intensifying focus on the IT channel to maintain revenues.

Jonny Francis, print business manager at Midwich, said that hardware sales are expected to be flat this year, but managed print services still have growth potential.

“We do not sell HP, but we have eight other print vendors and our strategy is to maintain market share and, more importantly, take that through the IT resellers,” he said.

Midwich believes the IT channel is key to future success. The distributor plans to build on early sales for its Kyocera solutions configurator, which allows resellers to customise hardware and managed services online, by extending it to software options and other vendor partners.

“IT resellers can add value to their end users if they proactively sell print solutions,” said Francis. “So far we have had 15 to 20 orders from VARs via the online configurator.”