In this episode, Founder Frank G. Cannata chats with old friend Ron Petrucci, VP and General Manager of Katun North America, about helping equipment dealers to maximize profitability amid declining print clicks in the office. In such a rapidly changing channel market, aftermarket consumables and parts can be a dealership’s best friend, Petrucci notes. Katun’s “e-view” evaluation tool breaks down toner/parts usage by OEM and by SKU, he points out, adding that “informed data gets informed decisions.”
The Katun “OEM Equivalent” Brand
This aftermarket program, which Katun refers to as “OEM equivalent,” can yield more profit from a given deal, Petrucci says. Dealer owners are proficient at adapting, he observes, and changing their business model can lead to greater profits and margins. Cannata notes that using distribution organizations, such as Katun, is the way to go for many dealers. The COVID-19 pandemic was “a friend to Katun” in a way, Petrucci adds, as it forced dealers’ hands during a difficult time. He shares another trend that some people may find surprising. . . .
