Annual Dealer Survey

November is a busy month for us here at The Cannata Report, beginning with our 36th Annual Awards & Charities Gala on November 4, and…

The three most pressing concerns within the entire dealer universe comprising our Survey continue to be: declining clicks (52%), competing with manufacturer’s direct…

We ask dealers to rate their primary A3 MFP suppliers as “Excellent,” “Very Good,” “Good,” “Fair,” or “Poor.” We then award five points for “Excellent,” four points for “Very Good,” three…

Because not all Big Six OEMs have a strong A4 offering, many dealers look beyond their primary A3 OEM to source A4 products. Companies such as Brother, Epson, HP, Lexmark…

In Part 1 of our Survey featured in the October 2021 issue, production print was cited by 44% of dealers as a growth opportunity, although only 8% of our dealer respondents…

The average number of leasing partners among the Big Six dealer universe has remained consistent in our last four Surveys at 2.6. This year, a total of 29 different leasing options…

For eight consecutive years, we have asked dealers to identify the companies—excluding the hardware manufacturers and leasing companies—that provide them with the software…

Last year, we asked dealers how optimistic or pessimistic they were about the long-term viability of their businesses due to the challenges caused by the COVID-19 pandemic. With…

In this first of a two-part Fridays with Frank episode, Frank G. Cannata comments on the top four growth opportunities identified by dealers…

Last month we released part one of our 36th Annual Dealer Survey, including coverage and analysis of different aspects of managed IT. In our…

It’s always illuminating to see what growth opportunities dealers identify in the “Other” category in our annual Dealer Survey. Typically, we…

Have you seen the October 36th Annual Dealer Survey issue of The Cannata Report yet? In case you missed the issue announcement that we…

As the independent dealer channel continues to recover after a challenging 2020 because of the COVID-19 pandemic, we are proud to present our…

This year’s Survey had the greatest number of responses in the history of the Survey—385, with 377 of those representing the Big Six manufacturers—Canon, Konica…

With more people working from home in 2020 than ever before and more organizations planning on reducing office space going forward, and subsequently the need for A3…

To determine the manufacturers with the strongest distribution, we examined how they ranked as a dealer’s primary and secondary equipment supplier (Exhibit 1.10). Our Survey…

With more dealers than ever before participating in our Survey, the percentage of dedicated dealers grew from 37% last year to 40.5% this year. As we have seen year in and year…

Dealer revenue is where we can see most dramatically the impact of the COVID-19 pandemic on the independent dealer channel. It was not a very good year, but it wasn’t as bad…

Starting in 2017, we began tracking dealers with revenues of $7.5 million or greater, calling it, the “$7.5 Million-Plus Club.” Previously, we tracked dealers with revenues…

Low margins be damned, most dealers now realize that having a selection of standalone printers in their portfolio is a necessity. That’s because printers are essential to…

As office-print volume declines and dealers seek out new revenue opportunities, we believe production and industrial print represent viable opportunities for dealers with the financial…

The MPS world experienced quite the shake-up in 2020 due to the pandemic and the subsequent increase of people working from home. We can debate all we want how much printing…

Until this year, the more dealers who participated in our Survey, the lower the percentage that offered managed IT. We believe the reason for this trend can be attributed…

Looking at the employee side of the business, Exhibit 1.38 details the average number of sales reps per dealer across all manufacturers. We began showing this data in 2009 …

It should come as no surprise that the number of acquisitions in 2020 dipped considerably from the previous year as dealers were more focused on survival than growth. This year…