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In this episode, Founder Frank G. Cannata discusses FUJIFILM’s historic, behind-the-scenes manufacturing prominence with Andrew Gunn, head of the OEM’s Print on Demand Solutions, and Elisa Esposito, head of the Commercial Division. Competition is good for the industry, Cannata asserts, and Fujifilm is a serious player, especially in the production printing space. But, he asks, what about our office technology dealer audience? Gunn predicts that, by 2030, 80% of Fujifilm’s production business will be dealer-driven, along with 100% of its A3 and A4 business. On the production side, the manufacturer is trying to come out strong with its dealer strategy, Gunn notes, helping end-users get to market faster, lower costs, and customize products in smaller quantities. He observes that conversations this year at PRINTING United Expo were much more dealer-focused than in the past. The pair also converses about the encroachment of inkjet technology on packaging applications.
Building the Fujifilm channel ecosystem
Industry veteran Esposito explains her expansive role at Fujifilm, which began this past April. In addition to sales, she is responsible for building the entire dealer infrastructure, including distribution, service, product lines, and people. It’s a big job, Cannata observes, and there will be growing pains, to be sure. They seem to be on the right path, as evidenced by its Dealer Growth Acceleration Summit last month. How will Fujifilm differentiate? Esposito says to watch for more changes coming in the first half of 2027.
