This episode Louella is joined by Nick Taylor, Channel Sales Manager, Epson UK&I; Richard Taylor, Managing Director XBM Ltd and Gary Smith, Divisional Head of Sales, DTP Group.The wide-ranging discussion covers the changing shape of the print market and importance of consultancy and experience in taking the customer relationship beyond like-for-like replacements and into the realm of a true business partnership.Sustainability is explored and the value of Epson’s new sustainability optimisation tool in helping partners build a conversation that makes sustainability performance tangible in financial terms. The panel also looks at how business inkjet devices are doing in the market and how customers perceive their performance and sustainability benefits.Gary and Richard share their frank views on what’s needed to rejuvenate the print industry and set it up to succeed in the future, while all three emphasise the importance of vendors being nimble, flexible and engaging on a personal level with channel partners.

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