- This year’s Survey had the greatest number of responses in the history of the Survey—385, with 377 of those representing the Big Six manufacturers—Canon, Konica Minolta, Kyocera, Ricoh, Sharp, and Toshiba. The largest number of dealers were aligned with Ricoh (87), Sharp (83), and Kyocera (66). The OEM with the fewest dealers participating was Canon with 37.
- Sharp continues to have the largest percentage of dedicated dealers (46%), although that percentage declined 5% from last year.
- The average number of A3 lines per dealer was unchanged from the previous year—1.9.
- HP remains a viable secondary A3 supplier, carried by 18% of our Survey’s dealer respondents.
- Kyocera (44%) recaptured the top spot as the leading A4 supplier from HP (42%), followed by Ricoh, Sharp, and Lexmark.
- The average number of printer lines carried by dealers matched last year’s figure—2.0.
- HP is the leading printer line carried by dealers, followed by Kyocera and Lexmark.
- Brother printers and A4 devices are gaining traction in the channel, as 19% of dealers carry Brother A4, and 19% of dealers carry Brother printers.
- The average yearly revenue reported by all dealers participating in our Survey was $15.3 million, down from $16.3 million in our previous Survey.
- Most of the dealers participating in our Survey reported that thir revenues were down (73%), while 12.5% reported revenues were the same as the previous year, and 14.5% reported revenue increases.
- The average revenue increase among dealers representing the Big Six was 12.2%, with Sharp dealers reporting the largest increase (18.8%).
- Kyocera, Toshiba, and Sharp dealers reported the largest average revenue percentage decreases at 20.8%, 20.1%, and 20%, respectively. The Big Six average was 18.6%, more than 10% higher than in our 2020 Survey.
- The majority of dealers participating in the Survey (51%) reported that their managed IT revenues were up in 2020, while only 11% reported they were down.
- The average percentage of yearly revenue attributed to managed IT was 11.6%, up from 9% a year ago.
- The least popular way for dealers to build a managed IT business is through acquisition, while the most popular strategy among dealers continues to be building their own.
- While most dealers (45%) said their production print revenues were the same as the previous year, 32% saw a decline, and only 16% saw revenues increase in 2020.
- The number of dealers that made acquisitions in 2020 dropped to 33 from 47 the year before.
- The number of companies that were acquired dropped from 73 last year to 46 this year.
- The percentage of Survey respondents who reported acquisitions were in their plans for the following year and beyond was 41%, an 8% decline from the previous Survey.
- The five most popular growth opportunities identified by dealers were managed IT, MPS, ECM/document management, production print, and telephony/VoIP, respectively.
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