SALES SUCCESS
C O M PAT I B L E S
Compatible options Many businesses are looking to save money as they continue their recovery from the effects of the pandemic, and compatibles are an option to achieve this – so what are the benefits that dealers should emphasise to customers?
F
or many offices,
have become increasingly more reliable and
ENVIRONMENTAL BENEFIT
printer consumables
IP safe, and their previous bad reputation for
There can also be an environmental benefit
are a major cost – and
poor quality and unreliability has, thankfully,
to using compatibles, says Nick. “New build
one that is rising
ebbed, leaving a truer picture of a more fit-for-
compatibles (NBCs) are increasingly using
again as many people
purpose, reliable yet cost-effective, option in a
environmentally-friendly components, do
have returned to the
more professional supply chain environment.
not suffer from supply of empties concerns
office in recent months. With some companies
“Obviously, we still come across
and are increasingly being produced on
still trying to recover from the effects of
reluctance to trust an unbranded product,
automated production lines, which regulates
COVID-19 lockdowns, all costs are being
which is why we also supply branded options,
quality. Furthermore, they do not suffer from
scrutinised, which means they may consider
albeit at a higher price point to our core
permissible repair and original geographical
compatible options rather than OEM products
product, but they still do offer savings
placement on markets doctrines that can be
– and dealers have a crucial role in advising on
against the OEM.”
contested by OEMs in IP infringement cases.
the best course of action to take. “As a specialist distributor in aftermarket
CTS sells five product types, which
CTS’ NBCs have their own design around
include genuine supplies, aftermarket
registered patents, keeping retailers and
printer consumables we are often asked for the
branded supplies, CTS’ own remanufactured
distributors safe.”
best product option by our trade customers,”
products and compatible plain box products.
says Nick Brooks, commercial manager of CTS
“Our most economical option is our plain box
remains its own plain box remanufactured or
Toner Supplies. “Over the years, compatibles
compatible version,” explains Nick.
compatible options. “Generally, the differences
[32] JANUARY 2022
www.dealersupport.co.uk
Nick adds that CTS’ core business
