Dealer Survey & The Cannata Dinner

One of the more intriguing findings of our annual Surveys is dealer concerns. Each year we ask dealers to identify their greatest concerns from a list of 10 options, as…

Each year The Cannata Report asks dealers to identify the greatest opportunities for growth. Those findings are presented in our Annual Survey. We intend to do the same thing…

One of the more gratifying aspects of creating our annual survey issues are the many compliments we receive from dealers, OEMs and other vendors in the channel about how useful…

If we had to identify the one thing we appreciate most about the dealers who respond to our survey, it’s their honesty. That’s especially true when we ask them to…

The three biggest dealer concerns, as ranked by all of our Survey respondents, continue to be competing with manufacturer’s direct branches, declining…

One of the more intriguing findings from our Survey is dealer concerns. Each year we ask dealers to identify their greatest concerns from a list of 10 options, as…

Each year we ask dealers to rate their primary A3 MFP suppliers as “Excellent,” “Very Good,” “Good,” “Fair,” or “Poor.” Occasionally, there are dealers that prefer not…

Remember the days of the old NOMDA show before NOMDA became BTA and before the OEMs began having their own individual dealer meetings? This…

In addition to asking dealers to rate their A3 manufacturers, we asked them to rate their primary A4 manufacturers. With companies such as HP, Lexmark,…

Diversity, as well as consistency, continues to rule among the Big Six independent dealer community in the number of leasing partners they are aligned with. For the…

This is the fifth consecutive year we have asked dealers to identify the companies—excluding the hardware manufacturers and leasing companies—that provide…

As we did last year for the first time, we continue to gauge dealer optimism and pessimism in three areas—A3, A4, and production print. Not every dealer offered…

If there’s one thing you can count on at The Cannata Report is that every year—at least the last 33—we conduct our annual Survey of independent dealers. It’s a…

This year’s survey garnered the greatest number of responses in the history of the survey—338 with 330 of those representing the Big Six manufacturers…

We started separating the A3 and A4 MFP lines with our 2014 Survey and continue to do so today. Prior to 2014, the number of lines per dealer was influenced by…

At one time, dealers may have been kicking and screaming about adding A4 to their product mix because of the lower margins compared to A3, but despite…

The days of the dealer dedicated to a single A3 manufacturer may be waning, but as we’ve seen during the past three years of the Survey, that figure has…

This year, we saw a modest increase in the number of dedicated dealers compared with 2017, which we attribute to the greater number of Survey respondents…

When analyzing our Survey results, we do not base our findings on profitability and choose to examine revenue. This year, the total dealer revenue of our entire…

Up until our 32nd Annual Dealer Survey in 2017, we tracked the numbers for the $5 Million-Plus Club, dealers with revenues of $5 million or greater. During the…

The emergence of MPS has given desktop printers credibility within the dealer channel. Regardless of how dealers define their MPS offerings, printers remain an…

Since we began tracking dealers’ engagement in MPS, it’s been fascinating to watch the evolution of this offering. As much as MPS has become seemingly…

Providing managed IT or managed network services continues to be the most golden of opportunities for the dealer channel. (We’ll refrain from using “managed…

If service is core to a dealership’s business, then there is great value in examining the makeup of a dealership’s technical operations with an emphasis on…

Private-equity money continued to flow into the channel in 2017; Ricoh sold much of its SMB MIF to a select group of dealers, which strengthened their…