Quocirca study underscores our enthusiasm for the future of print.
Print is still relevant. In the month of June, we had the opportunity to attend events hosted by leaders in print, including TD Synnex and Xerox. At the latter event, we met Louella Fernandes director and owner of Quocirca, based in London. Quocirca is a global market insight and research firm specializing in analyzing the convergence of print and digital technologies in the future workplace. This organization has issued a thought-provoking treatise entitled Sustainability Leaders Study in 2022.
Print Industry Sustainability
At both meetings we attended the theme was all about sustainability for those engaged in the print channel. Interestingly enough Xerox is a partner of TD Synnex. Ms. Fernandes was kind enough to ask a member of her team to send us a press release that shared some of the results of their research. This same study has resonated with TD Synnex and Xerox.
In the press release on Quocirca’s Channel Study 2023, it indicated that “The print channel is taking steps to implement sustainability strategies, with 71% reporting that they have some form of sustainability strategy in place.”
It goes on to say the main effort to achieve this goal is to meet customer expectations (52%) followed by the 25% who are driven by a need to differentiate products and services. A similar number indicated that their objective is to unlock new revenue opportunities. “More than two-thirds of channel partners (69%) say customers are showing strong or moderate interest in sustainable offerings.”
Print Industry Survey Findings
The survey included 114 channel companies, including MPS providers, office equipment dealers, IT resellers, and distributors. The majority of these channel companies (53%) reported increased revenues in the last fiscal year. That was followed by “51% expecting print volumes to fall in the year ahead.”
The conclusion is that “Channel partners need to prioritize sustainability in an initiative-taking way – both looking at their own sustainability practices and also providing support and guidance to customers.”
Responders estimated that an average of 12% of channel revenue comes from sustainability-led sales, but they expect this to rise to 22% by 2025.
Fernandes commented: “Channel companies are clear about the potential they see in sustainability-led sales, with growing demand from customers. The challenge now is how to evolve their go-to-market strategy and messaging to resonate with customers and prove their credentials in what may quickly become an extremely competitive market. Support from vendors with tools and data is crucial if channel businesses are to demonstrate genuinely differentiated solutions and services backed by evidence of sustainable performance.”
Strength in Numbers
The purpose of our touting another research firm’s work is to reinforce the message we have been delivering for many years. Copier dealers need to move to market segments that continue to offer growth with print-related products. And at the same time offer managed network services.
It may not be practicable to do both simultaneously, but one should follow the other. You need to do both.
We have two major manufacturers’ dealer meetings, Toshiba in September, and Ricoh in October. Our hope is that some part of those meetings stresses the need for dealers to heed the message both we and Quocirca are conveying which is sustainability through diversification.
CJ Cannata has been delivering a presentation on diversification for the dealer channel. He has already presented it to SDG, ICDA, American Coop, and Pro Dealer. Next up is CDA in Cincinnati. In both meetings we attended the theme is sustainability. The approach of each is slightly different, but they are highly relevant.
CJ’s message is slightly different as we are addressing copier dealers exclusively. The other has a mixed print environment that appeals to a much wider audience. However, in both cases, the purpose is to emphasize the need for diversification and how it yields sustainability.
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