Kishlay Ray, National General Manager-Marketing, Sharp Business Systems (India) Limited

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Kishlay Ray talks to IT VAR NEWS on how Sharp is enabling partners to sell printers in effective way ITVN: Kindly throw some light on cost effective networking printing solutions do you have for SMBs? How these solutions benefits SMB customers? KR: All our A3 Digital MFDs are capable of upgrading themselves to a Network environment at a very nominal rate. The cpc of our Printers are as low as 36 paisa which includes spares, consumables and labor. This is offered by an Agreement through Sharp as well as our Channel partners. All our A3 MFDs offer the best TCO in the Industry through its low running cost per page.
ITVN: How Channel Partners can effectively sell these solutions to SMBs? KR: The entry level A3 Copier/Printer Market has now almost merged with the A4 high end Printer MFD Market. So a R

eseller Network is a must to penetrate the SMB segment. Moreover the existing Channel should effectively open and upgrade them to this new opportunity. As far as Sharp is concerned, we continuously educate and train our Channel on new MFDs that are best suited for the SMB space. ITVN: What are the factors consumers should keep in mind while choosing printer? KR: Your question is for a Printer, however we are assuming it as MFD, The purchase decision for MFDs should be made keeping in mind the requirement for A3&A4 printing primarily. A SMB decision maker should also keep in mind that A3 prints are required rarely, but in case it is required the office should have the facility right in their MFD, instead of running around for getting the A3 set of prints. The second most important is the print volume of the user, in case the print volumes are more than 2000 per month, Sharp A3 MFDs offer the best TCO in the Industry. Imagin

e a customer paying the same cost for his incoming faxes, prints, copies as well as Network prints, although no charges paid for Network Scanning. Hence TCO will be the third important factor in deciding the MFD. ITVN: What are Sharps channel plans and product for coming fiscal? KR: Making the existing Sales&Service Channel stronger.
ITVN: What would be your be focus area this fiscal?KR: No comments.