Issue 415:

In this year’s 36th Annual Dealer Survey, 73% of our dealers told us their business was down in 2020. Does this number shock you? Honestly, you probably…

All American: CJ Cannata (left) and Frank G. Cannata (right) moderated a panel at the American Co-Op meeting held recently in Winston-Salem,…

For the Win: Baseball Hall of Famer and Yankee legend Mariano Rivera addresses the crowd at The Mariano Rivera Foundation’s Charity Golf…

Select Leaders Top left: Frank G. Cannata (at the podium) recently traveled to Albuquerque, New Mexico, to moderate a panel of industry…

Though office demand for MFPs and printers is declining, demand for IT tools and services that digitize office workflows to make them more efficient…

COVID-19 has brought changes to the office world we could have only dreamt of 18 months ago. It has served up quite some new challenges, too…

The economy is inherently cyclical. And there is an epidemiological cycle associated with COVID-19. These two types of cycles are creating unusual dynamics for the economy…

So, the day after the long weekend, the head of your IT group shows up in your office and tells you she is leaving. Happy Tuesday!Totally blindsided…

In this month’s column, I want to explore private equity and its impact on the dealer channel. The burning question: What is the real impact of private equity acquisitions…

Print management solutions remain integral components of MPS and office printing even as office prints continue their downward momentum. Nevertheless, there are plenty…

Last year, we looked ahead to 2021 with anxious anticipation, speculating that in the wake of the COVID-19 pandemic our 36th Annual Dealer Survey would be one of the most…

This year’s Survey had the greatest number of responses in the history of the Survey—385, with 377 of those representing the Big Six manufacturers—Canon, Konica…

In this year’s Survey, 729 A3 MFP lines were reported across respondents from the Big Six dealer universe, comprising dealers representing Canon, Konica Minolta, Kyocera…

With more people working from home in 2020 than ever before and more organizations planning on reducing office space going forward, and subsequently the need for A3…

To determine the manufacturers with the strongest distribution, we examined how they ranked as a dealer’s primary and secondary equipment supplier (Exhibit 1.10). Our Survey…

With more dealers than ever before participating in our Survey, the percentage of dedicated dealers grew from 37% last year to 40.5% this year. As we have seen year in and year…

Dealer revenue is where we can see most dramatically the impact of the COVID-19 pandemic on the independent dealer channel. It was not a very good year, but it wasn’t as bad…

Starting in 2017, we began tracking dealers with revenues of $7.5 million or greater, calling it, the “$7.5 Million-Plus Club.” Previously, we tracked dealers with revenues…

Low margins be damned, most dealers now realize that having a selection of standalone printers in their portfolio is a necessity. That’s because printers are essential to…

As office-print volume declines and dealers seek out new revenue opportunities, we believe production and industrial print represent viable opportunities for dealers with the financial…

The MPS world experienced quite the shake-up in 2020 due to the pandemic and the subsequent increase of people working from home. We can debate all we want how much printing…

Until this year, the more dealers who participated in our Survey, the lower the percentage that offered managed IT. We believe the reason for this trend can be attributed…

Looking at the employee side of the business, Exhibit 1.38 details the average number of sales reps per dealer across all manufacturers. We began showing this data in 2009 …

It should come as no surprise that the number of acquisitions in 2020 dipped considerably from the previous year as dealers were more focused on survival than growth. This year…

For many dealers, diversifying their product offerings is a necessity in order to remain relevant with customers. Since 2015, we have asked dealers to identify their greatest growth…