International Perspectives Take Center Stage at Summit

International Perspectives Take Center Stage at Summit

Following a China-focused first day, the second day of the summit brought a more global perspective, featuring speakers from diverse countries and regions who shared their unique insights into the challenges and opportunities facing the industry.

Entering New Markets: Are the Rewards Worth the Risks?

The morning began with an international lineup of speakers, each providing a deep dive into their respective markets. Koichi Yoshizuka from Japan-based Qrie discussed the distinct characteristics of the Japanese printing and copying market. The market’s conservative nature, where 80% of customers prefer original equipment manufacturer (OEM) consumables despite higher prices, creates a challenging environment for aftermarket suppliers. Koichi argued that a thorough understanding of local market dynamics and superior after-sales support are crucial to winning customer trust in Japan.

Mark Dawson, an expert on European markets, offered a more cautious outlook for suppliers who intended to enter and prosper in Europe. While the scale of Europe’s market makes it impossible for serious international players to ignore, he warned that navigating Europe’s complex regulatory landscape—covering sustainability, safety, intellectual property, and packaging—requires meticulous preparation. Failure to comply with these strict standards could result in fines, market exclusion, or even legal consequences. The European market may be lucrative, but foreign suppliers need to decide if it’s worth the headache.

Gustavo Molinatti from Argentina echoed a similar sentiment regarding Latin America. The region offers significant opportunities, but they come with tricky challenges. In countries like Argentina, economic instability is a major obstacle, with record-high inflation squeezing profit margins. Additionally, established partnerships have made local markets mature and competitive. For those interested in Latin America, Gustavo emphasized the need for a clear market strategy and distinct competitive advantages. Still, with the steady growth of aftermarket and ready big buyers, Gustavo remains optimistic that Latin America will generously reward investors who study and prepare thoroughly.

What in the world is happening?

The summit’s afternoon session kicked off with a lively panel discussion hosted by David Gibbons, themed around current events shaking up the industry. The panel included industry experts Graham Galliford (United States), Stuart Lacey (Britain), Jason Doran (Europe), Dhruv Mahajan (India), and Gustavo Molinatti (Latin America), who discussed recent developments and shared insights on the global landscape.

The panel covers some latest news that happened in the past several months. For example, HP introduced its HP SecuReuse programme in May, alleging to advocate the use of remanufactured printer consumables. However, the initiative seems contradictory, considering HP’s history of issuing firmware updates that restrict consumer choice and banning third-party cartridges. The panelists debated whether this new program represents a genuine shift in HP’s approach or just another marketing ploy. Apart from that, each panelist shared the conditions of their local industry and provided their insights respectively. Their diverse perspectives brought depth to the discussion, illustrating how people in different regions view the same issue.

Turning Challenges into Opportunities

Despite the concerns raised, many speakers highlighted the potential to turn threats into opportunities. Swapan Roy from India’s Imaging Solution pointed out how rapid changes in the market could be leveraged by aftermarket suppliers through smart pricing and strategic imports. He cited examples from India to illustrate how manufacturers have successfully navigated the evolving landscape.

Stuart Lacey from DeLace drew attention to the often-overlooked African market. With extensive experience in sales and distribution across the continent, he has identified emerging opportunities in this hidden treasury. Robin Mowatt, general manager for CET in the MEA region, supported this view. By sharing his experience in MEA, he offered practical advice for dealers regarding how to balance between low prices and fleet maintenance, helping them to boost profits in competitive markets.

The second day wrapped up on a high note, but the summit isn’t over. The final day will feature another panel discussion brought by Imaging Solution, marking the second consecutive year of their participation at RemaxWorld. Don’t miss the insights and debates that lie ahead!

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