Executive Summary (Part II of II)
- The three most pressing concerns within the entire dealer universe comprising our Survey are declining clicks (54%), maintaining profitability (40%), and hiring and retention (35%).
- When viewing those concerns regardless of where the dealer ranked them as a concern, the top three concerns are declining clicks (80%), hiring and retention (65%), and maintaining profitability (56%).
- Competing with manufacturers’ direct branches has been a long-time dealer concern, but it is less of a concern for dealers representing four of the Big Six OEMs (Canon, Konica Minolta, Kyocera, Toshiba) than it was last year.
- Ricoh (45%) and Sharp dealers (35%) were most concerned about competition from direct branches.
- Dealers representing Sharp (55%), Ricoh (48%), and Toshiba (48%) were most concerned about diversifying their product/solutions/services offerings.
- Dealers’ ratings of their A3 manufacturers declined from the previous year, with the Big Six averaging 4.0 out of a possible high score of 5.0. Last year, that figure was 4.3.
- For the fourth consecutive year Sharp received the highest A3 manufacturer rating (4.6), up from 4.5 last year.
- Konica Minolta received the worst rating of an A3 OEM in the history of our Survey (3.0), down from 4.1 a year ago.
- A4 ratings declined from the previous year with Sharp receiving the highest rating (4.3). Lexmark ranked second at 4.1.
- A4 ratings for HP and Kyocera declined for the fourth consecutive year. HP’s rating fell from 3.8 a year ago to 3.3 this year while Kyocera’s declined from 4.1 to 3.7.
- For the fifth consecutive year, the average number of leasing partners was 2.6.
- The ratings of the top five leasing partners—those identified by 25 or more dealers as a primary leasing partner—were GreatAmerica Financial Services (4.7), LEAF Commercial Capital (4.5), U.S. Bank (4.5), De Lage Landen (4.3), and Wells Fargo (4.2).
- The percentage of dealers handling their own leasing was 9%, the same as last year.
- The top two ECM/document management providers in this year’s Survey were DocuWare and Square 9, followed by Kyocera/Hyland Software, and Laserfiche. The top four print management providers were ACDI/PaperCut, FMAudit, PrintFleet, and MPS Monitor.
- Ricoh was identified by 36% of dealers as the top production print provider, followed by Canon (25%), Konica Minolta (17%), and Xerox (12%).
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