Annual Dealer Survey

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In Part 2 of The Cannata Report’s 40th Annual Dealer Survey, office technology dealers rate A3 and A4 manufacturers, as well as leasing companies, and and voice concerns over what is keeping them from succeeding in the long term.

Introducing Part 2 of The Cannata Report’s 40th Annual Dealer Survey.

After four decades of conducting our Annual Dealer Survey, we know how change is ever-present for office technology dealers in their ongoing quest for fresh, recurring revenue streams and improved profitability.

From A3 and A4 OEMs to leasing companies, here’s what the ratings tell us from this year’s Annual Office Technology Dealer Survey in The Cannata Report.

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Stream The Cannata Report’s 40th Anniversary Awards & Charities Gala soundtrack featuring tracks released 40 years ago in 1985 that span multiple genres.

Our 40th Annual Dealer Survey raises some tough-love questions for office technology dealers moving forward, including how to rethink MPS—and A4’s increasing presence.

After four decades of conducting our Annual Dealer Survey, we know how change is ever-present for office technology dealers in their ongoing quest for fresh, recurring revenue streams and improved profitability.

From revenue streams to supplier breakdowns, here are 12 key takeaways from this year’s Annual Office Technology Dealer Survey in The Cannata Report.

Eighty percent of this year’s office technology dealer respondents generated revenue of less than $14 million in 2024, according to The Cannata Report’s 40th Annual Dealer Survey.

OEMs Ricoh and Sharp tie for first in the A3 printer/MFP category, while Kyocera leads in the A4 segment of the market, according to ithe 415 independent office technology dealers who took The Cannata Report’s 40th Annual Survey.

Managed Print Services (MPS) is the second-highest source of revenue, accounting for 13.2% of overall revenue among office technology dealers surveyed. However, several dealers integrate MPS in their overall A3 and A4 financials, so the actual percentage is probably higher. Taken together, the MPS and A3/ A4 (65.7%) revenue percentages add up to 78.9%.

Overall, more than $400 million of dealer revenue in 2024 was derived from the sale and service of toner or inkjet production printing digital presses, the Cannata Report’s 40th Annual Dealer Survey reveals.

Overall, managed IT services represented 7.6% of office technology dealer revenue in 2024.

Overall, managed IT services represented 7.6% of office technology dealer revenue in 2024.

Forty-five percent (187 office technology dealers) of Survey participants indicated they planned to purchase a fellow dealership or service company in 2025.

Perspectives: Reflecting on how the industry has transformed over four decades of change in the office technology channel.

Don’t underestimate the perseverance of the office technology dealer channel based on our annual dealer survey.

The three leading challenges within the entire dealer universe comprising our Survey were declining clicks (27%), hiring and retention (18%), and maintaining profitability (16%).

Until this year, we began Part II of our Annual Dealer Survey examining “Areas of Greatest Concern.”

We ask dealers to rate their primary A3 MFP suppliers as “Excellent,” “Very Good,” “Good,” “Fair,” or “Poor.”

Historically, dealer ratings of their A4 OEMs tend to be lower than those of their A3 OEMs, with vendors outside the Big Six being judged more harshly (HP and Lexmark, for example).

The average number of leasing partners among the dealers aligned with the Big Six OEMs is one indication of just how vital the leasing companies are.

In case you haven’t noticed, The Cannata Report is a big advocate of production print as a diversification opportunity.