Page 19 - BOSS Today Issue 38

Mark Harper, Head of Sales Office
Technology UK + Ireland, HSM

What kind of growth rates are data - for example HR and Finance to do. A shredder can be a
shredders seeing in 2017 and departments - are now starting to commodity product that can be
what is driving this? look at P-5 security machines. sold off a catalogue page or a web
Our sales are up on last year, partially site with very little input or product
because we have increased the What innovations are currently knowledge, but with a bewildering
size of our team working directly occurring in the shredders sector? array of products available, often
with dealers, as well as sales of our We have new machines with this can end up with a customer
industrial shredders and shredder frequency-controlled induction choosing the wrong machine for
balers having almost doubled over motors (“digital motors”): these are their needs. However, by giving
last year: we have put a lot of work quieter and more energy-efficient, good knowledgeable advice or
into helping our dealers attack the but also more powerful. They selling the benefits of shredding
shredding services market. The allow you to have three levels of as a data protection solution
installation of a £20-30K shredder/ performance: standard, performance that supports GDPR compliance,
baler will typically pay back in less (in which you can process paper particularly to larger customers,
than 12 months in environments around 40% faster) and a silent there can be substantial rewards.
where organisations are spending mode. In addition, they are much
thousands a year on shredding less likely to jam. What support can you give
services, with these machines dealers to help them sell
typically lasting eight to ten years What expectations for the shredders effectively?
plus in a high volume environment. shredders sector do you have for We now have three people in
We have had particular success 2018? our sales team supporting the
with this approach in the healthcare Our main focus will be on reaching dealer channel, giving them
sector. more dealers where we don’t yet good pre-sales support in terms
have a presence and increasing our of product and data protection
Which subcategories are showing market share. We will also continue education. We will also support
the most growth in 2017 and to keep the momentum going in the them by accompanying them on
why? top end machine sector. We predict customer appointments, giving
Because of the run up to GDPR we that GDPR will be an ongoing factor demonstrations and offering
are seeing an increased interest in driving higher value, higher trial machines if a big deal is
in P-5 level security machines. Of security sales. a possibility. We can use the
course, a standard P-4 cross cut expertise of my team working
shred is pretty secure. However, Why should dealers get involved alongside the dealer, which also
people who are handling particularly in selling shredders? helps the dealer to improve their
sensitive personal or financial It depends what a dealer wants own capabilities

HSM Securio P40i HSM SP5088

December 2017/January 2018 | BOSS TODAY 19