- This year’s Survey had the second greatest number of responses in the history of the Survey—380, with 366 of those representing the Big Six manufacturers—Canon, Konica Minolta, Kyocera, Ricoh, Sharp, and Toshiba. The largest number of dealers were aligned with Sharp (91), Ricoh (80), and Toshiba (70). The Big Six OEM with the fewest dealers participating was Canon with 32.
- The percentage of dedicated dealers rose 4% from the previous year, with 50% or more of dealers representing Toshiba, Sharp, and Kyocera dedicated.
- Kyocera supplanted Sharp as the OEM with the most dedicated dealers (61.4%).
- The average number of A3 lines per dealer dipped slightly from the previous year from 1.9 to 1.8.
- HP remains a viable secondary A3 supplier, carried by 15% of our Survey’s dealer respondents.
- Kyocera remains the leading A4 supplier (34%) among respondents, followed by HP (31%), Lexmark (27%), and Sharp (27%).
- The average number of printer lines carried by dealers remains the same as a year ago, 1.9.
- HP (44%) is the leading printer line carried by dealers, followed by Kyocera (34%), and Lexmark (28%), each maintaining the same positioning for the third consecutive year.
- The average yearly revenue reported by all dealers participating in our Survey was $17 million, up from $15.3 million in our previous Survey.
- Thirteen dealers were responsible for 45.4% of all dealer revenues.
- Most dealers participating in our Survey reported revenues were up (54%), while 26.5% reported revenues were the same as the previous year, and 19.3% reported revenue declines.
- The average revenue increase among dealers representing the Big Six was 13.6% with Sharp dealers once again reporting the largest increase (16.3%).
- Toshiba, Sharp, and Kyocera dealers once again reported the largest average revenue percentage decreases at 18%, 16.7%, and 14.7%, respectively. The Big Six average was 13.2%, down from 18.6% in our 2021 Survey.
- Most dealers participating in the Survey (65%) reported that their managed IT revenues were up in 2021, while only 6% reported they were down.
- The average percentage of yearly revenue attributed to managed IT was 13%, up from 11.6% a year ago.
- The most popular way for dealers to build a managed IT business is building their own (55%) while the least popular strategy is through acquisition (15%).
- Fifty-eight percent of dealers offer production print with 53% of those dealers reporting that their production print revenues were up over the previous year.
- The number of dealers that made acquisitions rose from 33 in 2020 to 37 in 2021.
- The number of companies that were acquired increased from 46 last year to 74 this year.
- The percentage of Survey respondents who reported acquisitions were in their plans for the following year and beyond was 42%, a one-percent increase from the previous year.
- The five most popular growth opportunities identified by dealers are managed IT (65%), ECM/document management (50%), production print (46%), cybersecurity (40%), and telephony/VoIP (25%).
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