As we empty out the notebook from our January State of the Industry report on trends and predictions for 2023, we offer a few final thoughts from the world of manufacturers, distributors, leasing concerns and other providers to the industry.
These contributors offer a unique vantage point, as they see the industry through their own lenses as well as those of their dealer/reseller partners. As the new year unfurls, we will gain more clarity into the impacts these movements (both positive and negative) will have on business.
One of the trends that truly bears watching as 2023 garners steam is the growth of software solutions within the industry. Larry White, president and CEO of Toshiba America Business Solutions, notes that many manufacturers are embracing this tack.
“[Toshiba] is moving in this direction,” he said. “Our sales organizations and our dealer partners are becoming more proficient at selling software solutions, such as ECM. This is great, because as an industry, we have to evolve. We’ll continue to see more emphasis there for both OEMs and dealers.”
The supply chain market drag effectively masked what is widely believed to be a growing A4 market. Elliot Williams, director of product marketing, business imaging for Epson America, believes sales of the units were not accurately reflected as a result, but he expects that will change as conditions improve.
“Moving into 2023, product availability will gradually improve, but we still see the demand for A4 continuing to grow,” he said.
Brent Martin, director of marketing for ARLINGTON, believes there is much uncertainty in the market created by external influences, from the two-year election cycle build-up, an economy teetering on the brink of recession, international conflicts and the remnants of the supply chain issues. Keeping open lines of communication, he believes, is vital.
“Communication and adaptability are crucial in supporting clients’ evolving needs,” he said. “Listening to their needs is as important as ever before heading into the new year.”
Pivot and Diversify
With print volumes failing to resume pre-pandemic levels, Jennie Fisher—the senior vice president and general manager of the office equipment group at GreatAmerica Financial Services—sees an increasing need for dealers to diversify into solutions including VoIP, security and managed IT, to name a few. The ability to flourish also intensifies the importance of hiring and retaining quality employees, she added.
“With growing pressure to recover from the pandemic and inventory shortages, dealers will focus on hiring and retention strategies to support a return to growth, Fisher said.
Although supply chain still garners significant mind share within the industry, some observers stress the importance of remaining vigilant from a security standpoint. Mike Pietrunti, vice president, multi-brand dealer channel for Xerox Corp., notes that as cyber threats intensify, optimized security must remain top of mind.
“Dealers will need to review security protocols and execute firmware updates, version control, and software patches frequently to keep their systems properly protected,” he said.
