We have a considerable collection of challenges staring our industry in the face. The post pandemic period is first and foremost on everyone’s minds. What we are certain of is that COVID-19 has accelerated the adoption of the latest technology for use in the office.
The percentage of the office workforce that will remain virtual is an open question. The products or tools they will require is a little clearer. We can safely say every computer having a printer or an MFP is no longer absolute.
Centralized printing and even less copying will most likely become the norm. A4 MFPs will easily outperform A3. Here we are talking exclusively about the office. If we have accessed this correctly, we will have fewer employees working in the office space and at least 30% of those working will be doing so virtually either part or full time.
Add that all up and you have a significant number of shortfalls in revenue caused by each of the elements we have laid out. Assume for the moment we are correct in or prognostications. It spells less hardware revenue per customer with the accompanying lower click count.
How should a dealer approach this upheaval of the office workplace? Technology can increase productivity and potentially offer a great reward for success. Adapting to provide the latest and best software offerings is the key. The dealer must approach the client with a simple approach. Develop a full-blown analysis of the client’s workforce and space and layout a workflow that includes fewer machines for fewer people. That makeup of machines and software bundled with security should enable the client’s office space to achieve all its objectives.
The dealer’s mantra could be said very succinctly. Deliver the customer what they need rather than what can be sold. That must be followed by delivering the best products supported by the greatest possible services.
Last and far from least. Create a dealership workforce that mirrors the customers you serve. The more diverse you are, the stronger the dealership will be.
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