- This year’s Survey had the greatest number of responses in the history of the Survey (344) with 336 of those representing the Big Six manufacturers (Canon, Konica Minolta, Kyocera, Ricoh, Sharp, and Toshiba). The largest number of dealer respondents were aligned with Sharp (70) and Ricoh (67), respectively. The OEM with the fewest dealers participating was Canon with 44.
- As we’ve consistently seen in past years, Sharp has the largest percentage of dedicated dealers.
- The average number of A3 lines per dealer increased by 2% over the previous year’s Survey.
- HP is making inroads as an A3 supplier and is now carried by nearly 17% of dealers in our Survey compared to 12% last year.
- Among A4 manufacturers, Kyocera continued to hold the top spot in the rankings, followed by HP, Lexmark, Sharp, and Ricoh, respectively.
- The average number of printer lines carried by dealers rose this year from 1.72 in 2018 to 1.88 in 2019.
- HP remains the leading printer line carried by dealers, followed by Kyocera and Lexmark, respectively.
- Brother printers and A4 devices are gaining traction in the channel.
- The average yearly revenue reported by all dealers participating in our Survey saw a modest decline from $16.9 million in 2018 to $16.3 million in 2019.
- Most dealers participating in our survey reported revenues were up (65.4%), while 15.4% reported revenues were down.
- The average revenue increase among dealers representing the Big Six was 14.3%, with Kyocera dealers reporting the greatest increase, followed by Ricoh.
- Konica Minolta dealers reported the largest average revenue decrease (12.6%), with Canon dealers at 12.4%. The Big Six average was 9.8%.
- When one examines MNS engagement by dealers representing the Big Six OEMs, Konica Minolta dealers lead the way, followed by Sharp dealers, while fewer Canon and Ricoh dealers reported offering MNS compared to last year’s Survey.
- Of the 153 dealers offering MNS, 56% (85) reported revenues derived from MNS of less than 5%, with 15% (23) reporting average revenues of 1% or less.
- The least popular way for dealers to build an MNS business is through acquisition, while the most popular strategy is building it on their own.
- The average number of salespeople employed by dealerships decreased this year, reflecting the revolving door that exists in the sales organizations of even the most successful dealerships, and why hiring and retention are consistently identified by dealers as one of their top three biggest challenges.
- The revenue per salesperson saw a modest increase year over year.
- The number of dealers that made acquisitions was surprisingly down from last year, with only 14% of dealers in our universe of 344 respondents acquiring in 2018.
- The number of acquired companies fell from 121 in last year’s Survey to 81 this year.
- Last year, 66% of Survey respondents reported acquisitions were in their plans for the following year and beyond. This year, that percentage fell to 50% (173 dealers of our universe of 344 respondents to our Survey). Meanwhile, the percentage of dealer respondents in 2019 reporting the likelihood of future acquisitions increased.
- The five most identified growth opportunities by dealers were MPS, MNS, production print, document management/ECM, and security/cybersecurity.
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