Quocirca’s Louella Fernandes has recently published an article discussing industry opportunities that arise from the current chip shortages and supply chain disruptions.
One of the topics in most of the mainstream press is the shipping situation of delays, costs and probably more delays. Also in the news are chip shortages which effects cars, consumer electronics, machinery and so much more.
According to Quocirca’s Louella Fernandes’ recently published article she suggests that these shortages of chips, materials and even labour might run into 2023 and are here to stay for the foreseeable future. So, for channel companies it is important to look at new strategies and look into diversification.
Quocirca recommends that the channel reinforces its role as a trusted provider with the following actions:
- Educate customers and offer flexible alternatives. Customers cannot be expected to be fully aware of how much impact the chip shortage is having across a broad range of industry sectors. The channel must take responsibility for explaining why the device that a customer may want is not available and how a different, possibly less modern, device will meet their needs – even if it is for a shorter period of time.
- Early forecasting. Set expectations with customers around long lead times, and monitor changing availability issues, so customers are not making last-minute decisions. Offer assessment services that help customers evaluate and define their technology and MPS roadmap. This becomes more challenging in supporting new starters who require laptops and printers, particularly remote workers. Wherever possible, keep a buffer inventory to support this.
- Diversify portfolio to encompass software and services. Maximise opportunities within existing customers to sell managed IT services, digital workflow and solutions that can help customers get more from their existing equipment. Along with the shift to higher margin software, this is also an opportunity to enhance subscription-based propositions around service and supplies.
- Help customers move printing to the cloud. This is one approach to minimising dependence on new print servers, and its benefits go beyond hardware. A cloud print infrastructure minimises IT burden, reduces costs – financial and environmental – and can help an organisation better manage and monitor print security.
- Push sustainable options. Many manufacturers are enhancing their green credentials to support the circular economy. As organisations increasingly focus on addressing environmental and sustainability goals, consider that some customers may look to procure used/refurbished products. In addition, deploy solutions to support digitisation and the ongoing shift to less-paper environments. While the paperless office may never completely materialise, the channel cannot rest on its laurels in the face of ongoing print volume decline. This has to be offset by digitisation and the obvious environmental benefits.
- Capitalise on multi brand portfolios. While no manufacturer is immune to the chip shortage, there may be opportunities to build a mixed fleet environment based on different manufacturers’ device availability.
For more information read the full article here: https://quocirca.com/content/print-industry-opportunities-when-the-chips-are-down/
