Increased demand for cost-effective large format printing (LFP) solutions has seen HP boost revenues by 27% across Africa over the last year. Reasons for the increase in LFP sales can be attributed to the need for complete in-house print solutions, customised, short print jobs and faster turnaround.
The companies taking advantage of these new developments in digital printing technology include graphics professionals, architectural and engineering services (using CAD applications), commercial reproduction houses and print service providers.
HP predicts the LFP market to grow significantly as companies realise the advantages of its LFP technology. Through strategic partnerships with leading international software vendors (ISVs) such as Indigo, Best Colour, Adobe and MetaDesign, the company has fast-tracked its printing offerings with higher speeds, intelligent printing capabilities and ink and media flexibility.
"But it`s not just the technology that`s been given a boost. We`re also driving our channel partner programme to increase our presence throughout Africa," says Michael Smetana, HP`s business development manager: LFP solutions for Central and Eastern Europe, Middle East and Africa.
"In fact, we`re moving to increase and improve all aspects of our partner operations through collaborative sales and marketing initiatives with our ISVs, technical training programmes and improved support and service operations. We`ve had great success with this approach in emerging markets in Eastern Europe and expect similar results in Africa."
With an existing strong sales channel - experienced in lower-end consumer printing solutions - already in place, Smetana says the company is currently moving to extend its portfolios to include LFP offerings.
"We are also looking at targeting territories where we`ve had little or no presence in the past - the extended channel which came about through the Compaq merger also opens up potential new markets. However, we will be looking for more specific partners and that`s not so easy as it`s quite a specialist field. It requires finding partners who have print press, graphic design and colour management skills. On the more technical side, it includes experienced AutoDesk, CAD and GIS applications salespersons."
Smetana indicates that the company`s printing technology is highly reliable with low failure rates. "Hardware maintenance is usually done in-house by the customer who are provided with maintenance kits while the latest software versions can be downloaded from our Web site to ensure optimal functionality. In the event of more serious problems, there are HP or partner offices in most major centres with repairs facilities and support engineers with knowledge of total workflow print solutions.
"With the plethora of SME businesses on the continent, and a technology-aware print press contingent, we see great opportunity now spanning low- to high-end solutions. And while we don`t expect huge sales initially in the LFP space, we`re confident that collaborative activities (including financing solutions) will help us debut in untapped areas and develop further business," says Smetana.
For more information, surf to www.designjet.hp.com and www.hp.com/africa.
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HP is a leading global provider of products, technologies, solutions and services to consumers and businesses. The company`s offerings span IT infrastructure, personal computing and access devices, global services and imaging and printing. HP completed its merger transaction involving Compaq Computer on 3 May 2002. The company would have had combined revenue on a pro forma basis giving effect to the Compaq transaction of approximately $81.1 billion in fiscal 2001 and operations in more than 160 countries. More information about HP is available at http://www.hp.com.
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