New Epson Appointment Underscores Business-Inkjet Strategy

Epson business-inkjet copier/MFP.

On September 24th, Epson Europe announced that Darren Phelps has been appointed vice president of business sales within Europe.

What was particularly interesting about the appointment was the press release accompanying the announcement. Epson Europe noted that Phelps will oversee the expansion of business inkjet (as well as Epson scan products). The press release also noted that the appointment “bolsters Epson’s continued focus on driving the shift from laser to business inkjet printing, as well as its commitment to a 100-percent indirect business sales model.”

Phelps himself has led Epson’s recent expansion of its channel partner program for resellers of Epson business printers, scanners, and displays. He’s credited with driving a 62-percent increase in partners working with the Epson brand.

Simplifying the sales model for business print is said to be a key priority for Epson as it seeks to grow across the EMEA (Europe, Middle East, Africa) region.

Epson also noted it’s invested over half a billion euros into the development and distribution of Epson business inkjet technology over recent years, and has also strengthened its EMEA sales support team to better aid channel partners.

Phelps commented: “Our 100-percent commitment to the channel and simplified sales model, along with the cost-saving and environmental benefits of our technologies make us a reliable partner for the channel, able to add value and offer support. My aim is to further strengthen these relationships, to drive growth for both us and our partners.”

Epson America

Meanwhile across the Atlantic, Epson America has also been emphasizing indirect channel experience with its executive hires. In the last year or so, it’s hired Joseph Contreras, an executive formerly with Toshiba America Business Solutions (TABS), and Mark Mathews (former president and CEO of TABS). In April 2019, Epson also announced a “strategic initiative focusing on the recruitment of seasoned channel leaders,” announcing it had hired Eric Wederbrand, former vice president of product management at SYNNEX, and Scott Blitz, former president at Arizona Office Technologies, a Xerox company, with both executives joining Epson as Epson WorkForce Enterprise and Business Inkjet products regional sales managers.

Office Diversification

While Epson continues to focus on its business inkjet – continuing to move away from consumer inkjet and direct sales into business inkjet for the office and indirect sales – it’s also continuing to diversify into non-office printing. This non-office printing includes label, graphics, signage, and garment printing systems – all of which use Epson color-inkjet printing technology.

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