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Trivia question: Who was the only office technology manufacturer to have a partner meeting in 2020? Answer: Epson America, Inc…

After 16 years with Lexmark International, Phil Boatman joined Konica Minolta Business Solutions U.S.A. as vice president, dealer sales, South, on September 14, 2020…

Growing new business is an all-the-time challenge for dealers exacerbated by the pandemic and post-election concerns for U.S. businesses. To help dealer partners navigate…

Our 35th Annual Dealer Survey may go down in history as one of the most fascinating Surveys we have ever presented. That’s because most of the information contained…

This year’s Survey had the second greatest number of responses in the history of the Survey—342, with 338 of those representing the Big Six manufacturers—Canon…

To identify the manufacturers with the strongest distribution, we examined how they ranked as a dealer’s primary and secondary equipment supplier (Exhibit 1.11). Even…

The number of dedicated dealers participating in our Survey over the past three years has been consistent. In 2018, the percentage of dedicated dealers…

Here is where the calm before the storm will be most noticeable in next year’s Survey, as this year’s revenue will serve as a baseline for the radical fluctuations…

For the past three years, we tracked dealers with revenues of $7.5 million or greater, calling it, the “$7.5 Million-Plus Club.” Prior to 2017, we tracked dealers with revenues…

No matter how a dealer defines its MPS offerings, printers remain a critical element to the MPS equation. Even dealers that once avoided printers because of notoriously…

We are strong advocates of production print as a diversification opportunity, particularly as office print volumes decline. And with more employees working remotely than…

The world of managed print services (MPS) is on the verge of a seismic shift. What was once focused on office printing is now expanding its boundaries beyond the traditional…

It’s too soon to call this a trend, but the greater the number of dealers who participate in our Survey, the lower the percentage that offer managed network services…

Service is an essential component of any dealer operation and a big factor in customer retention. That’s why we examine the makeup of a dealership’s service and technical…

To better understand how revenue impacts productivity, we take total dealer revenue and divide it by the total number of salespeople (Exhibit 1.44). We do not distinguish…

With such a significant number of dealers participating in our survey this year, one might surmise that the number of acquisitions reported would be…

We don’t believe we need to remind dealers again about the necessity of diversifying beyond traditional A3 technology. Most seem to be doing fine on their own. However…

According to a recent Bloomberg Law article, private-equity (PE) acquisitions of small to mid-sized businesses have continued, even during the…

The storm named Maria slammed into Puerto Rico on September 20, 2017, with sustained winds of over 140 miles per hour. In a matter of hours, the hurricane devastated…

Risk is always a watchword in business, something to be calculated, managed, and leveraged. Still, in the era of compounding uncertainty, it’s understandable…

Vision Office Systems in Charlotte, North Carolina, is proof positive that successful dealerships also come in small packages. The company represents…

This is the sixth in our series of profiles of United States Presidents who have served in our military. From General George Washington to Four Star General Dwight…