A3 Manufacturer Ratings: 40th Annual Office Technology Dealer Survey

The Cannata Report asks office technology dealers to rate their primary A3 MFP suppliers as “Excellent,” “Very Good,” “Good,” “Fair,” or “Poor.” Five points are then awarded for “Excellent,” four points for “Very Good,” three points for “Good,” two points for “Fair,” and one point for “Poor.” We then divide the total by the number of dealers participating from that manufacturer to determine the rating.

While 96% of this year’s dealer Survey universe (397 of 415) rated their primary A3 MFP supplier, 78% (322 of 415) qualified their primary A3 manufacturer ratings with comments—underscoring that A3 MFP remains the backbone of every dealer’s MIF.

Dealer sentiment for their primary A3 manufacturers remains resoundingly strong. Fifty-seven percent rated their primary A3 MFP supplier as Excellent, followed by 28% Very Good, 12% Good, 3% Fair, and just 0.25% Poor. Yet even with such positive ratings, concern is growing as the average A3 device continues to produce fewer prints, putting pressure on traditional revenue streams.

At the same time, technological developments are beginning to answer the industry’s most pressing question: where does future print-driven revenue come from? Manufacturers are rapidly expanding into new substrate opportunities, printing on wood, textiles, promotional items, packaging materials such as cardboard, and labels. This diversification already is reshaping dealer conversations and opening new avenues for growth.

2024 RATINGS OF PRIMARY A3 SUPPLIERS BY COMPANY

The chart at top includes Canon, Konica Minolta, Kyocera, Ricoh, Sharp, Toshiba, and Xerox. Note that only 3% (or 11 dealers) indicated any other primary A3 supplier: Epson, HP, or Katun, hence their omission from this chart.

(Companies appear in order of rating, from highest to lowest.)

780 Nov Charts A3Toshiba

Toshiba leads the pack with a combination of Excellent and Very Good at 91% with Sharp not far behind at 89%.

780 Nov Charts A3Sharp

“However, there is little variation in how dealers rate the major A3 manufacturers, including the Big Six plus Xerox,” said CJ Cannata, president and CEO of The Cannata Report. “This consistency reflects clear alignment across the dealer community regarding performance expectations and the stability of the A3 segment.”

780 Nov Charts A3Ricoh

As we have in years past, our Survey again asked dealers this year to qualify their ratings with an open-ended question. However, this year we are providing a more substantive analysis of this data. We organized the data (open-ended responses) into five top categories to better qualify what dealers value regarding their primary A3 manufacturer. We have also included select key comments across the overall dealer universe that anchor, define, and align with these top five categories.

Product Quality and Reliability

“Best product line and most reliable of any product in this industry . . . period.”
“The copier printers are reliable and have been [for] many years as our primary”
“Excellent build quality, ease of use, and durability; excellent print quality.”

780 Nov Charts A3KM

Office Technology Support and Partnership

“My KM [rep] moves mountains to get me what I need.”
“They are a strong partner; they have a great support team and truly collaborate with us as a partner, instead of just being a vendor.”
“They take great care of us.”

Responsiveness and Communication

“Responsive people, excellent communication, and fair programs.”
“Very responsive, great support and communication.”
“They always have our back. Great communication.”

Competitive Pricing

“Competitive pricing, great product, great support.”
“Very much understands the competitive nature of the business and responds to price req”
“Great dealer support, aggressive pricing in bids.”

Ease of Doing Business

“Konica Minolta has quality products and is the easiest manufacturer to buy All products, supplies, and parts can be purchased from one website.”
“Easy to do business with unapologetically loyal to the dealer channel.”

It is evident that dealers appreciate a sense of partnership with their OEMs. However, our analysis of the feedback indicates that dealers prioritize obtaining high-quality products at reasonable prices. This enables them to keep their cost per click (CPC) as low as possible while still maintaining profitability.

*Note these are not necessarily ranked in order of importance, though The Cannata Report can procure that data and corresponding insights upon request.

780 Nov Charts A3Kyocera