Founder Frank G. Cannata continues his discussion with Art Post of Print4Pay Hotel. “Dealers need to follow the migration of print,” Post urges, “away from the B2B and SMB space,” which continues to decline. “Existing clients are not copying [as much] anymore,” he says, but they are using MFPs as communication hubs for scanning documents. Selling intelligent document processing systems requires more knowledge and education for dealer sales teams, Post acknowledges, adding that the digital-first mentality is gaining speed among clients. From so-called Boomers and Millennials to Gen Z and Gen Alpha, the transition continues to progress.
Meanwhile, the printed medium’s migration is moving to production printing, he notes, including industrial devices such as digital label printers. Cannata points to the massive consumables opportunity in the wide-format space, citing an example of a machine that costs $125,000 upfront and, within the first year, a dealer’s supply revenues can add up to more than the price tag.
