Making the Jump into Wide-Format Printing28 Apr, 2016 By: Fabrizio Soto
With an ever-changing marketplace and evolving customer needs, BTA dealers are always looking for new technologies to complement their existing lines of business and introduce new revenue-generating opportunities. Wide-format is a logical progression for the BTA channel, as it is print-centric and since many dealers have customers with a need for this type of product for technical and graphic applications.
Serving as a complement to existing lines, savvy dealers are beginning to recognize the potential of extending their current offerings with the addition of wide-format printers, and the distinct competitive advantages such an extension delivers. The augmentation of existing lines with wide-format brings great value to the channel. With the channel’s progressive migration toward the integration of production-quality printers into their portfolios, dealers continue to go deeper and wider into their existing account base, while serving an expanding range of customer printing needs.
When considering taking the step into the wide-format spectrum, dealers may experience apprehension based on limited knowledge of the space, and given a large market of high output devices. The smart move is to enter into the wide-format territory slowly and with a full understanding of the requirements necessary to sell and support these devices. Products like our Teriostar LP-1030 Series of high quality monochrome wide-format printing solutions are a great introductory product line for BTA dealers. The Teriostar portfolio of wide-format printers are broader appealing and offer a great value proposition to end users with their quality, speed and price.
Aside from profits, these professionals understand the potential of expanding their portfolio, and that by increasing their offerings they are not taking away from their copier and printer business. By offering their customers an entry-level device paired with a strong support organization, dealers can improve their bottom line as well as that of their customer set.
Perfect for professional computer-aided design (CAD) drawings; architecture, engineering and construction (AEC) and street drawings; and Geographic Information Systems (GIS) mapping; entry level wide-format printers provide durable, quality output. An example of the types of organizations and industries that can benefit from producing large format prints in-house include municipalities, the military, engineers, architects, and builders/real estate developers to name a few.
The Teriostar line of wide-format devices meets customer demand for superior work efficiency and easy operation in service to many types of organizations and industries such as those identified above. Select wide-format devices boast high speed scanning capabilities in both color and monochrome. They also feature a compact design and an easy-to-use color touchscreen making these devices approachable and user-friendly for dealers who are new to the space and for end-users, alike.
Successful initiation into the wide-format arena requires the investment and commitment of time, energy and resources, and dealers should do their due diligence to determine whether it is truly a sound business decision to embark upon the journey. Dealers will need to acquire sales talent with experience in wide-format printing applications and support. Moreover, commitment of resources requires finding the best talent, support and service training.
OKI Data is committed to the channel’s long-term growth and development and takes a strategic approach with their trusted dealers to ensure they have the best network of coverage. BTA dealers who expand into wide-format reap the benefits of an advantageous ROI on the service side with less needed resources, low maintenance and a low capitol expense with parts inventory. OKI Data works as the second-line technical support to dealer’s qualified technicians, who are trained to service and install devices.
By providing these durable wide-format devices, BTA dealers can expect to deepen their relationships with their customer base. Dealers can expect an attractive return, the longevity of OKI’s manufacturing and reliability on their offerings. Moreover, customers can expect to enjoy the benefits of augmenting their in-house capabilities with a surprisingly user-friendly product. Serving as a complement to existing office products, hundreds of BTA dealers have already reaped the benefits of wide-format as a way to supplement their revenue streams.
As illustrated above, the jump into the wide-format arena is not only the logical next step for the channel, but it’s one that is easily executed with an educated approach and a bit of commitment. As channel needs widen, OKI Data is there to support and exceed these expanding business requirements. To learn more about the Teriostar line of wide-format printers, please visit www.okidata.com/wide-format
Fabrizio Soto is the General Manager of OKI Data’s Wide Format Division, and a veteran of the print industry with more than 20 years of experience. For more information about wide-format printing, visit www.okidata.com/wide-format, call 1-800-264-1272, or email TeriostarInfo@okidata.com.