Internet of Printing BV (IOP) has been appointed as the EMEA-wide distributor of the IBM brand of replacement toner cartridges, designed for use in HP Printers the products are certified by IBM. IOP was founded to help resellers identify new revenue streams and optimise gross margins. It recently announced its range of 3D printers, supplies, accessories and training to help dealers with diversification and product line extension.
Co-founder Mark Dawson, said: “Resellers face many challenges with their printer supplies businesses. On the one hand, OEMs are pulling back on their channel support programmes meaning that real margins are reduced. On the other hand, the cut throat competition and price compression associated with compatible or remanufactured alternatives means that cash margins are now even thinner on these offerings compared with the OEM products. It really isn’t a pretty picture out there.”
He continued: “The IBM brand provides an escape from this. Despite decent remanufactured alternatives being available with a price advantage, for more than 20 years, and despite new build compatibles being available at a fraction of the remain cost, the OEM still has a circa 75% share. In a climate where every enterprise user needs to reduce office printing costs, this is irrefutable evidence that price is not the only driver. Brand recognition is clearly a much bigger influence on procurement decision making.”