Whenever I ask Andrew Ritschel, president of Electronic Office Systems (EOS) in Fairfield, NJ, a question I know I’m going to get an earful. Recently, I asked him what’s new and relevant for office technology providers in the current U.S. market place.
“Selling quality products from really any one of the top seven MFP manufactures provides us with systems for our clients that truly are efficient, effective and at a great value,” responds Ritschel. “Selling these solutions requires people and resources, which cost money. The profitability also has to be good enough to attract new future sales consultants into our industry.”
He adds that with his key manufacturers, Segment 1 & 2 devices are now almost considered throwaway items and are being marketed wholesale everywhere as a commodity, which challenges profitability.
“This is another example of how our manufactures are their own worst enemies,” laments Ritschel. “’Well it’s only a Segment 2,’ is what they often say. Yes, that maybe the case, but how about our large and mid-sized clients that take a lot of our time and resources to service? These are the same clients that purchase production systems, Segments 6,5,4,3, and yes Segments 2 and 1.”
But those clients of Ritschel don’t necessarily purchase everything all at once. “The huge selections of segment 1 & 2 being offered to anyone, and everyone of any size, who may have little to no overhead, does not move more units into the marketplace,” says Ritschel. “The same resellers also regularly advertise these products on the Internet or give low-ball pricing via a phone call. This too often harms the full-line quality provider’s credibility with their key accounts. Or, they have to give these products away as well.”
It is for this reason that he says he must endorse the true quality marketing, support, and new A4 products from Muratec.
“Do we love to have to mix product brands into our mid to large multi-unit clients?” asks Ritschel. “It’s becoming necessary! Muratec products work great and they prevent our clients from doing a spot check on the Internet or phone and finding a product we just offered them with a 20 percent markup offered at our cost.”
