Dealer Survey & The Cannata Dinner

Last year, we looked ahead to 2021 with anxious anticipation, speculating that in the wake of the COVID-19 pandemic our 36th Annual Dealer Survey would be one of the most…

This year’s Survey had the greatest number of responses in the history of the Survey—385, with 377 of those representing the Big Six manufacturers—Canon, Konica…

In this year’s Survey, 729 A3 MFP lines were reported across respondents from the Big Six dealer universe, comprising dealers representing Canon, Konica Minolta, Kyocera…

With more people working from home in 2020 than ever before and more organizations planning on reducing office space going forward, and subsequently the need for A3…

To determine the manufacturers with the strongest distribution, we examined how they ranked as a dealer’s primary and secondary equipment supplier (Exhibit 1.10). Our Survey…

With more dealers than ever before participating in our Survey, the percentage of dedicated dealers grew from 37% last year to 40.5% this year. As we have seen year in and year…

Starting in 2017, we began tracking dealers with revenues of $7.5 million or greater, calling it, the “$7.5 Million-Plus Club.” Previously, we tracked dealers with revenues…

Low margins be damned, most dealers now realize that having a selection of standalone printers in their portfolio is a necessity. That’s because printers are essential to…

As office-print volume declines and dealers seek out new revenue opportunities, we believe production and industrial print represent viable opportunities for dealers with the financial…

The MPS world experienced quite the shake-up in 2020 due to the pandemic and the subsequent increase of people working from home. We can debate all we want how much printing…

Until this year, the more dealers who participated in our Survey, the lower the percentage that offered managed IT. We believe the reason for this trend can be attributed…

Looking at the employee side of the business, Exhibit 1.38 details the average number of sales reps per dealer across all manufacturers. We began showing this data in 2009 …

It should come as no surprise that the number of acquisitions in 2020 dipped considerably from the previous year as dealers were more focused on survival than growth. This year…

For many dealers, diversifying their product offerings is a necessity in order to remain relevant with customers. Since 2015, we have asked dealers to identify their greatest growth…

How did the pandemic impact the independent dealer channel in 2020? You know how your dealership performed but how did your business..

Every year around this time we call on dealers to participate in our annual dealer Survey. It’s a tradition here at The Cannata Report and in the…
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It has been quite a month thanks in large part to Unite & Conquer, our virtual 35th Anniversary Awards & Charities Gala. If you weren’t able to attend…

Historically, one of the more interesting findings from our Survey is dealer concerns. Last year, we expanded the number of concerns from 11 to 12 based on reader feedback. The twelfth…

Exhibits 2.1–2.11 Historically, one of the more interesting findings from our Survey is dealer concerns. Last year, we expanded the number of…

Each year, we ask dealers to rate their primary A3 MFP suppliers as “Excellent,” “Very Good,” “Good,” “Fair,” or “Poor.” We then award five points for “Excellent,” four points…

Dealer meetings are an excellent forum for OEMs to update, educate, and create goodwill among their dealer partners. Some meetings occur yearly, but most are scheduled…

With companies such as Brother, Epson, HP, Lexmark, OKI Data, and Xerox offering A4 devices, dealers have an array of options to choose from beyond the Big Six OEMs…

This year’s Survey results were an eye-opener for production print (Exhibit 2.35). There are currently four manufacturers (Canon, Konica Minolta, Ricoh, and Xerox) with full…

The average number of leasing partners among the Big Six dealer universe has not changed in our last three Surveys. It is holding steady at 2.6. A total of 29 different leasing…