Welcome to the New Year. Yes, you’re at the office in body, if not spirit. Chase that headache away with a Tylenol or, if you prefer, more hair of the dog that bit you. But since we don’t advocate drinking on the job, you may want to ask your immediate report if a little whiskey later in the day is appropriate. Or if you’re the boss, you can turn your people loose after 3 p.m., because that’s the kind of boss you are, right?
Not all of us will be at the office of our own free will this week, but we’re thinking about those midnight-oil burners/nose-to-the-grindstone pros/insert-your-own-idiom workaholics, who have already exploded out of the starting blocks in order to get a jump on the competition. This look at the keys to a successful 2025, as part of our January State of the Industry trends and predictions report, is for you! The rest of you can go back to YouTube videos and Facebook Marketplace. This article will feature dealer observations.
Casey Lowery, Applied Innovation: I believe the top two things for us are cross selling and net-new logos. We are in a good position to continue to increase our market share, and we have to accelerate the number of customers with multiple services.
Dave Moorman, Novatech: [Dealers] should prioritize print security as part of their overall cybersecurity strategy. Print devices handle sensitive data and must be managed with the same rigor as any network-connected device. Tools like secure document release, authentication protocols, and automated device monitoring will be essential to protect data and prevent breaches.
Readers should also consider adopting SASE to ensure secure, optimized network performance across cloud applications and remote teams. With a focus on zero trust, SASE will streamline security, allowing organizations to control data usage, monitor traffic and enforce secure access seamlessly.
Finally, AI governance will be key as AI becomes a standard part of business operations. Organizations should define usage guidelines, compliance checks and ethical frameworks to harness AI’s potential while maintaining privacy and fairness. Partnering with a managed office provider like Novatech will allow businesses to navigate these evolving needs with comprehensive solutions in security, IT and print management.
Tim Renegar, Kelly Office Solutions: Dealerships must capitalize on their strengths and maximize them. If there is a particular area of your business that is growing and profitable, figure out how to make it even better. Maybe you’re great at production print or AV or MPS; then keep pushing to improve. Profitability is paramount!
Chip Miceli, Pulse Technology: In 2024, a lot of dealers grew a little bit. The mega dealers grew more but most mid-sized dealers had a pretty flat year. With the change in administration, and a pro-business climate, I’m hoping that next year will be a successful one.
Peer advisory groups bring great value to a dealer. I’ve been in many of them over the years, and I like when our groups visit individual dealers and see their operations in action. I like exchanging ideas with people. We all benefit. If you’re not in one now, do your research and find one that’s right for you.
Ramp up your sales staff, train them on how to get the sale (listen to customer wants and needs), and start looking for the opportunities that will be out there. If the bigger players are getting away from print management, jump on it. Be open to new ideas.
Joseph Dellaposta, Doing Better Business: Regardless of economic conditions, it’s essential for dealers to focus on their key performance indicators—especially those related to efficiency such as revenue per employee—whether measured as a total or broken down by department. Fortunately, our industry benefits from a well-established business model, widely shared through organizations like BTA, SBA, and Global. By following this blueprint and making data-driven decisions rather than relying on instinct, dealerships should be able to navigate uncertain times more successfully.
While this may involve tough decisions throughout the year, adhering to a proven model could be the difference between achieving solid success and merely getting by.
Patrick Flesch, Gordon Flesch Company: The future of office technology is constantly evolving. Successful dealers will adapt to these changes, turning them into business opportunities.
Erik Braden, Braden Business Systems: Reflecting on 2024, it’s clear that client-centric innovation will remain the cornerstone of success in 2025. Listening closely to customer needs and delivering tailored solutions, such as secure pull-printing and human-led AI copilots, will help providers stand out in a competitive market. Strong partnerships are another critical factor. By deepening ties with industry leaders like Konica Minolta, Kyocera and Microsoft, partners can scale their offerings while staying at the fore of technology.
Lastly, cultivating a motivated, experienced workforce is non-negotiable. Initiatives like Braden’s “8 Seconds With…” video series, which showcases its vibrant culture, have been key in fostering a team that clients trust to deliver exceptional service.
Stu Wise, United Business Technologies: In my opinion, the keys to a successful 2025 will be leveraging an optimistic economic forecast despite the shifts in government based on the recent election. UBT has spent a significant amount of time “teeing up” opportunities in 2024 for 2025. Specifically deals that will not be driven by geopolitical factors. Accounts that represent new logo deals are and will continue to be a priority.
We have already impacted several anticipated RFPs by incorporating key differentiators that will be included in the RFP as a result of our strategic positioning within these accounts. Our lane is large deals/prospects that are seeking value and are very dissatisfied with their current manufacturer/ provider.
Hunter Woolfolk, DOCUmation: We will remain focused on executing the established plan while strategically driving efforts to acquire new customers.
Next week we will hear from the manufacturers and other providers to the industry on their views to the keys to success.
