At the Toshiba LEAD event at the Bellagio Hotel that took place from May 16-19 in Las Vegas, the theme was “For a together future.” Scott Maccabe, President and CEO of Toshiba American Business Solutions, spoke to dealers at the general session on May 17 and explained how a host of new products and solutions as well as strong partnerships would help shape a new direction for TABS and its dealers.
Scott Maccabe
Maccabe also addressed the internal changes at Toshiba Corporation, explaining that recent restructuring was in response to market forces and internal challenges and that the company would now concentrate on its core industries.
“This iconic brand—a company with nearly a century and a half of innovation and service, will emerge from restructuring much stronger, with a renewed vigor and dedication to corporate governance and accountability,” he stated.
One key point emphasized by Toshiba at LEAD was the importance of maintaining a balanced portfolio focused on the “right things.” This included managed print, document management, workflow, security and digital signage. Maccabe noted that this balance brought significant progress and record financial performance in 2015 to TABS, defying market predictions.
“Our continued excellence in managed print and document solutions keeps us growing ahead of [and] outpacing the market,” he said. “While analysts continue to predict declines in office print volume, pages under contract with TABS have actually increased. We continue to grab clicks and page market share from our competitors.”
To further underscore this, Toshiba introduced a top-to-bottom refresh of their entire MFP line-up, with 23 different models based on their e-BRIDGE Next technology. The new devices displayed many innovative features, including nine-inch tablet-style touch displays, remote VNC support and dual scan document feeders (standard on high-end models). These were all on display at the product fair.
The second part of the balanced portfolio cited by Toshiba was digital signage, which, according to Maccabe, has grown tenfold since the last LEAD event. Maccabe attributed part of that growth to their relationship with AEG.
The final part of Toshiba’s balanced portfolio consists of document capture, workflow and security solutions. Maccabe claimed that Toshiba had greatly increased the scope and capabilities of those offerings since the last LEAD event as well.
Uniquely, Toshiba also announced the launch of a managed thermal print services program, which, they said, allows their customers to have Toshiba MFPs and printers, third-party laser printers and Toshiba thermal bar code printers under a cost-per-use program.
B-52s Performing at LEAD
Toshiba is well known for its strategic partnerships so it was unsurprising that this was a significant talking point for Maccabe. He mentioned Lexmark and Supplies Network, but the real point of emphasis was Toshiba Global Commerce Solutions, their sister company specializing in retail. Maccabe said that that they will now work more closely with each other to enhance their respective competencies.
“TGCS is our close partner in the Toshiba family and like us, a subsidiary of Toshiba TEC,” explained Maccabe. “And because we both strengthen Toshiba’s foothold in the lucrative B2B market, our companies are focal points in Toshiba’s transition to a leaner, more market-oriented enterprise.”
Added Maccabe: “TABS and TGCS bring to the relationship their shared practice of first understanding customers’ needs and then delivering solutions and services that will both serve those needs and add value, creating a brighter future for all. Our partnership with TGCS will benefit both our companies and [the dealer] in many different ways.”
For Toshiba, the future is not a scary place. Maccabe predicted that TABS will continue to be a company that helps businesses optimize information and communication, no matter what form they take.
“The good news is we’re uniquely able to take advantage of the current market dynamics,” he said. “Amid all the change, what hasn’t changed is our commitment to our partners. Partnering well is a fundamental aspect of our business model and a major reason for our outstanding reputation in the industry and our longstanding success in the market.”
The LEAD event included both dealer and end user sessions and was attended by over 1700 people, representing primarily TABS dealers, end users and TGCS clients.
