It’s not a stretch to say that everyone in the imaging technology industry would like to see business return to normal in 2021. Coincidentally, that was one of the questions we asked our virtual panel in our February issue: What advice do you have for other independent dealers to get their businesses back on track in 2021?
In Part 2 of a two-part series of posts (Read Part 1), here’s how three additional industry thought leaders responded to that question.
“Surround yourself with the best people in the industry who will help you be open to and facilitate rapid change.” Deb Dellaposta, president, Doing Better Business
“First and foremost, being adaptable will continue to be a must for dealers in the coming year. The industry is poised to undergo even more changes next year, so having a flexible mentality will still serve dealers well. In terms of specific changes, dealers should be ready for the ongoing move from A3 to A4 devices in offices. This change will only get faster in the year to come, so dealers must be ready to capitalize on the opportunity. We would also recommend expanding managed print services since dispersed workforces will create new and different security and service needs on that front. Offering a scalable subscription model that addresses both the office and corporate WFH (Work From Home) needs along with the trusted relationship that dealers have established are value propositions any client would welcome. It all really comes down to being ready to assist with digital transformation. The pandemic has expedited this process for many organizations, and dealers that are able to provide value in aiding that transition will find many opportunities for success.” Dan Waldinger, senior director, B2B marketing, Brother International Corporation USA
“I don’t know that I have a glass ball for 2021. But it’s clear that diversification and managed services are more relevant than ever. There’s no denying that print took a hit, but I believe it will see a resurgence this year. The question is, by how much? Will customers return to their offices once this is all over, or will it simply be too hard to return completely after telecommuting for more than a year?
“I believe successful dealers will have to look at how people are working to sell and deliver the tools needed for a changing business environment. We have already seen that content management, workflow, and digital transformation are a big part of this. Still, I suspect VoIP, managed network services, and security consulting will be growing markets as well. Especially products in the cloud space can be utilized from virtually anywhere while still offering a consistent recurring revenue stream.
“The office equipment industry has always been the trusted technology partner for many companies, but I believe that their footprint needs to expand. This is likely out of the comfort zone for many dealers, but it’s a strategy I’ve seen being embraced by many of our most successful partners.” Stephen Young, president, Square 9
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