Respondants by Manufacturer Most Equitable to Date
In each of our past surveys, we have noted both radical and subtle changes that have given us a deeper understanding of what is happening in our industry. Generally, the manufacturers with the most dealers fare well in our rating system. That’s why we strive to achieve as balanced a survey as possible.
This year, we came closer than ever to achieving that goal. We had 61 Konica Minolta dealers identifying them as their primary A3 provider, followed by Canon with 57, and Ricoh with 55. As an example, one area we probe quite deeply is the dealer’s level of dedication.
Exhibit 2.1 reflects a high degree of statistical probability. What this means is that Canon, Konica Minolta, and Ricoh have about a third of their dealers dedicated to a single A3 MFP line. We can make this claim because there is a reasonable expectation that we are comparing like entities, making these findings fairly definitive.
This leaves us to the rest of the A3 manufacturers””KYOCERA, Sharp, and Toshiba. Those manufacturers had 39, 33, and 43 dealers, respectively, citing each manufacturer as their primary A3 supplier. We firmly believe that collective data from more than 50 dealers is more representative than information gathered from less than 50. As we conduct future surveys, we will continue to strive to collect data from at least 50 dealers from each of the Big Six manufacturers.
Due to the small pool of dealer respondents, it’s clear the likelihood that more than half of KYOCERA, Sharp, and Toshiba dealers are dedicated is not even a remote possibility.
This year the survey yielded 296 responses””16 more than last year””after we deleted duplicates, those with corrupted data, and incomplete submissions. While the numbers from the “Big Six”””Canon, Konica Minolta Business Solutions, Inc. (Konica), KYOCERA Document Solutions America, Inc. (KYOCERA), Ricoh America’s Corp. (Ricoh Family Group or RFG), Sharp Imaging and Information Company of America (Sharp), and Toshiba America Business Solutions, Inc. (Toshiba)””vary from year to year, we believe this year’s returns present the most balanced OEM population we have ever had. The universe of our 31st Annual Dealer Survey is shown in the chart at the bottom of this page.
For the majority of this survey, we used only the responses from those dealers representing the “Big Six,” totaling 288. However, when we do include the responses of the “Other” group, we have noted their inclusion, for example, in presentation on their views of acquisitions, production print, areas of concern, annual dealer meetings, and awards selections.
Taking a Closer Look
As noted in our last issue and “Part I” of the survey, this year’s total survey sample size is 288. Overall, the tone of this survey was positive in that the ratings throughout the various categories skewed higher than in previous years. Even the top five leasing companies, which have consistently rated above 4.3 were rated from 4.0 to 4.7, accounting for 72% of the dealers ranking these companies. To determine how dealers rated their suppliers, we used the adjacent 5-point system. Overall, the ratings handed out by dealers were positive and suppliers should feel a sense of pride in how they are viewed by the channel. Still, we believe all results should be closely examined by the companies ranked, regardless of their score.