- This year’s Survey had the greatest number of responses in the history of the Survey, 458, with 419 of those representing the Big Six manufacturers—Canon, Konica Minolta, Kyocera, Ricoh, Sharp, and Toshiba. The largest number of dealers were aligned with Ricoh (96) and Sharp (89), followed by Toshiba and Kyocera with 75 each. The Big Six OEM with the fewest dealers participating was Canon with 41.
- The percentage of dedicated dealers declined to 37.5% from more than 50% in last year’s Survey.
- After placing second for the first time in the history of the Survey as the OEM with the most dedicated dealers last year, Sharp returned to the top spot with 55% of its dealers reporting that they were dedicated.
- The average number of A3 lines per dealer rose from 1.8 to 2.0.
- HP has been slipping as a secondary A3 supplier in our last three Surveys, from 18.2% two years ago, to 15% a year ago, to 10% this year.
- Kyocera continues as the leading A4 supplier (34%) among respondents, followed by HP (29%), Lexmark (24%), and Ricoh (23%).
- The average number of printer lines carried by dealers is 2.0, up from 1.9 a year ago.
- HP (36%) is the leading printer line carried by dealers, followed by Kyocera (35%), and Lexmark (24%), each holding the same positions for the fourth consecutive year.
- The average yearly revenue reported by all dealers participating in our Survey was $17.2 million, a modest increase from the $17 million reported in our previous Survey.
- Sixteen dealers were responsible for 45.2% of all dealer revenues.
- Most dealers participating in our Survey reported revenues were up a healthy (73%), while 18% reported revenues were the same as the previous year. Only 9% reported revenue declines.
- The average revenue increase among dealers representing the Big Six was 17% with Sharp dealers once again reporting the largest increase (20%).
- Kyocera and Ricoh dealers had the highest revenue average percentage decreases this year after reporting the lowest last year. Ricoh dealers saw the average rise from 9% to 9.5% this year, while Kyocera dealers jumped from 14.7% last year to 22% this year. The Big Six average was 11.7%, down from 13.2% in last year’s Survey.
- Fifty-four percent of dealers noted that their revenues from MPS were the same as the previous year with 33% of dealers saying MPS revenues were up, and 13% reporting MPS revenues were down.
- Most dealers participating in the Survey (67%) reported that their managed IT revenues were up in 2022, while just 4% reported they were down.
- The average percentage of yearly revenue attributed to managed IT was 15.4%, up from 13% a year ago.
- The most popular way for dealers to build a managed IT business is still building their own (69%), while the least popular strategy is through acquisition (19%).
- Thirty-nine percent of dealers offer production print with 41% of those dealers reporting that their production print revenues were up over the previous year.
- The number of dealers acquiring grew from 37 in last year’s Survey to 45 this year.
- The number of companies that were acquired increased from 74 last year to 107 this year.
- The percentage of Survey respondents who reported acquisitions were in their plans for the upcoming year and beyond was 41%, a one-percent decrease from the previous year.
- The five most popular diversification opportunities identified by dealers are MPS (55%), managed IT (54%), production print (45%), document management/ECM (35%), and telephony/VoIP (31%).
38th Annual Dealer Survey Executive Summary Part I of II
| October 17, 2023
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