In the last four weeks, I canvassed approximately 300 schools. This worked out to about 15 conversations with Bursars and Business Managers a day, on average. Although very labour intensive, it was necessary to understand the landscape before launching a larger campaign.
It was perhaps not surprising that although many had relatively new contracts, most did not have a “Sustainable device in their Print Fleet,” relying instead on traditional toner photocopiers. In a business environment, this would frustrate many sustainability officers, as reducing energy output and CO2 emissions is seen as an open goal in their world. Schools, however, often have more urgent considerations: balancing the budget is near the top, as is staffing, etc.
Large multi-academy trusts aside (they often have the advantage of dedicated procurement staff), choosing a new photocopier for many schools often involves little more than getting three quotes and going back to the original supplier to see if they can beat it. On paper, this is the quickest way to solve an annoying problem. Unfortunately, it does risk missing out on new developments in sustainable technology and potentially significant savings.
It would be inaccurate and unfair to say that this was always the case, and in reality, not every school was willing to disclose the supplier they had chosen or the equipment they were using. The exercise was limited in size and scope so the data is clearly anecdotal and not perfect. However, I think I have heard enough honest answers to take the temperature of the sector.
It’s not uncommon for suppliers of reprographic equipment to steer clear of schools. Among those that do engage, many tend to have a lose quick mindset—seeing school contracts as unlikely wins and not worth investing too much time or effort. This often translates to offering a swift quote for their cheapest product, with plans to upsell or add value if the deal seems promising. The landscape is being dominated by large suppliers and manufacturers, especially since some of the large suppliers are now actually owned by manufacturers; there is even less choice than you would imagine.
What does this inevitable race to the bottom mean for you and your school?
If the local suppliers are being excluded, deliberately or accidentally, you will inevitably have fewer options. This can lead to complacency on the part of the large players who are able to enjoy a monopoly. With less local competition, the focus will be on driving down the price rather than delivering an optimum service. By way of a clumsy example, think about how much better our lives have become now that speaking to a live human has become a luxury. How easy is it to get hold of someone if you want to talk to your bank or broadband supplier? Just last week I was in a holding pattern for 30 minutes whilst trying to find out why I had an extra charge on my broadband bill. That may just be me venting but is there any reason not to expect this to happen when speaking to copier manufacturers who are rapidly moving their call centres offshore?
The potential impact on your customers could be significantly more severe. Yes, I believe schools do have customers, (think students and teachers). I referenced my market research at the beginning of the article. Most of the schools I spoke with were aligned with one of four suppliers. Two were manufacturers, one was a large regional supplier now owned by a manufacturer, and the fourth was a national multi-brand supplier. (All specializing in traditional laser-based technology.) Consider the implications of high energy consumption and high service costs on the schools’ budgets. Many of the schools were locked into long leases and had no immediate plans to explore alternatives for the next few years.
If you were a teacher or student in the areas which I surveyed, there was a less than 1% chance that your printed resources were produced on a sustainable Heat-Free device. It was interesting to note that many of the schools were located in areas where the local council had declared a climate emergency. Interestingly, I spoke with a couple of local suppliers who had outright given up approaching schools as they believed there was no appetite for considering sustainable options.
In my opinion, reducing energy costs and CO2 emissions would certainly be of interest to many school leaders and stakeholders. I am hoping to politely ask schools to consider who benefits the most from maintaining the status quo. (I admit some personal bias, but I believe that there is no better time than today to Think Green.) The challenge then is how to give schools, who are invariably locked in these long contracts, the chance to make the green choice now when it matters the most.
Eduquoter has a few ways to achieve this. If you would like to find out how your school can benefit, get in touch today.