In this companion video to The Cannata Report’s April CR Connect – Dealer Tour, presented by U.S. Bank, Chief Editor Mark Vruno sits down with Sean Mummert, CEO of The Office People, to discuss transformation. Based in the Southeast (North Charleston, South Carolina), the dealership maintains a national footprint focused on audiovisual (AV) and security services. Its fleet now numbers more than 35,000 devices. Mummert, who serves as chairman of Sharp’s Dealer Council, has changed his business approach, no longer chasing “down-the-street” prospects. Instead, he pursues mid-range customers with annual revenues between $30 million and $50 million. As a result, the average deal value for The Office People now is in the $60,000 t0 $80,000 range, he notes, not $3,000 to $5,000 as in the past. The strategy is working. Already this year, the company has achieved sales equal to all of 2025’s numbers. “And it’s because of things that we were working on for the last five to 10 years” that have actually hit, notes Mummert, who got his office technology start at Pennsylvania dealer Fraser Advanced Information Systems in the 1990s. Then, he worked for Indigo, the digital press pioneer, before HP acquired it.
The Office People: Connecting Digital Dots
Mummert reflects that Indigo’s strategic selling approach did not focus on the product. It was all about learning how teams work and whether they’re losing money and time. Today’s successful dealers aren’t pitching just one method of diversification. “They’re pitching layers to help the client experience,” the CEO says. Read our dealer profile (linked above) to discover more ways that his dealership has diversified. The Office People has copy machine technicians who have learned how to install AV equipment. “We provide our techs with a growth path,” says Mummert, who is also using artificial-intelligence technology to deliver complex job quotations in hours rather than weeks. AI has helped to streamline the service department, too. “We’re down from 11 dispatchers to three,” the chief executive reports. With a goal “to get better,” Mummert is a big AI advocate for customers, too, who may want to know how many people are coming into a building, for example. What’s the BIGGEST challenge facing our industry in 2026? In this video interview, he shares what he thinks copier dealers are missing. Watch to find out what it is.
