Document Data Group (DDG) is reaping big rewards from embracing software solutions.
The East Kilbride-based provider of multifunctional printers, managed print services and document management solutions to clients across the UK is currently enjoying record sales and increased profits thanks to a successful approach to selling print, based on boosting business processes and efficiency in document input and output.
In the three years since Managing Director David Forsyth led a management buyout, the company has almost trebled in size, recording a turnover of £3.3 million in 2015, 50% up on the previous year. Headcount has also grown, increasing from five in 2013 to 26 last year. In 2016, it is expected to rise again to at least 35.
DDG Group Sales Director Steve Young said: “We have had huge success selling software-based solutions that really help our clients to boost business performance and improve workflows. There will always be a place for selling MFPs – companies can make real cost savings just by switching to new devices and it’s a great way to get a foot in the door with new clients. But selling print and document management solutions, if backed up by reliability and good service, can lead to long-term relationships that are fruitful both for us and our customers.”
Young says that partnering with UTAX has helped it focus more on solutions. “As well as the usual software suspects, such as Papercut, the user interface on UTAX devices gives us access to an innovative range of HyPAS applications, including those, such as ‘Print & Follow’ and ‘Cloud Connect’, that make it straightforward for organisations to optimise their print and document management,” he explained.
“HyPAS technology provides a suite of numerous inexpensive app options for our customers, with the added benefit of being able to create bespoke solutions. This all adds up to being able to offer truly customised, integrated solutions, which is what our clients are demanding.”
Ben Whitehead, IT Director at DDG, added: “By combining the reliability and performance of UTAX MFPs with the software that our partnership opens up, we are able to genuinely help our customers.”
He says that as a result the firm is picking up business from big names, locally and across the whole of the UK. “In some instances, we have consolidated printer fleets and rolled out fully managed print services, while elsewhere we have
introduced document management solutions that include automatic scanning and document archiving to make retrieval easier and to allow for the introduction of automated workflows.
“One of our clients told us they have saved at least a day a week by automating the logging of information from supplier invoices. Now that it is automatic, it has almost eliminated the need for data entry into Sage. It is all about being flexible and utilising the tools that we have, along with those that UTAX add into the mix,” he said.
Whitehead adds that DDG receives valuable support from UTAX Sales Manager Brian Young both pre- and postsales. “Working together with our own relationship and solutions teams means we are in a position to propose the best possible solutions for our clients. The key here is that UTAX supports and works with us; their people want us to retain our clients for many years to come,” he said.
According to DDG Director Justin Longmuir, another key selling point is three-tier billing. Most suppliers charge a premium for colour printing, no matter how little colour is used, with the result that many businesses choose to print in black and white just to save costs. With three-tier colour billing on UTAX devices, DDG customers can print in colour confident they will be charged in proportion to the amount of colour on the page.
“One of our customers has saved £25,000 in colour printing thanks to its switch to the UTAX offering,” explained Longmuir. “The software on the devices can assess the amount of colour used in each print and charge one of three pricing
The way forward
Summing up, Managing Director David Forsyth said: “We recognise that workplace digitalisation isn’t the future, it’s the here and now. That’s why we’re adopting, and having huge success selling, softwarebased document solutions.
“Print is only a small part of what today’s MFPs can do and, by working with UTAX to integrate ways of working that vastly improve the document workflows and working practices of our clients, we’re ensuring long-term success for those clients and ourselves.”
He concluded: “We all need long-term client relationships and that’s what our all-inclusive, partnership-driven approach is successful in creating.”