The Office Equipment Dealer Is Dead. Long Live the Office Technology Dealer.
Before I started Office Document Solutions I spent a lot of years selling copiers and MFDs. I gained my sales chops in the OED (Office Equipment Dealer) channel and one thing I can tell you with confidence is that before we know it this channel won’t exist anymore. Nada. Zap. Zip. Gone.
Don’t get me wrong, I don’t believe that the dealers that make up our channel are going anywhere. On the contrary: Most OEDs I know are staging for some big growth beyond anything we’ve seen in the last decade or so. It’s just that they won’t be selling only office equipment anymore. They will be selling office technology & solutions to compliment what is their current bread and butter. Think document management, workflow solutions, Managed I.T. Services, and Business Process Improvements. Sure, MFDs and managed print will still be a large part of the revenue mix, they just won’t be the only thing they sell.
Look around. Dealers are dropping the words “office equipment” and “print” from their names in droves. DPOE (Des Plaines Office Equipment) is now “A Pulse Company”. Spectrum Imaging is now Spectrum Technologies. I’m sure you know of a bunch more. Nobody changes their name unless they are dramatically changing the way they do business. We’ve done it too, moving from “ODC (Office Document Consulting)” to “DOCassess”. Like I said, those that are staged for growth...
Are you set for growth?
Or more of the same?
A rose by any other name. Sounds like semantics, right? It’s not. It’s way bigger than that, and way more important. It’s a revolution of OEDs becoming OTDs (Office Technology Dealers) or OSPs (Office Services Providers) or MSPs (Managed Services Providers). Whatever new acronym shakes out, one thing is clear: Those looking to grow are looking to change, the business model of the last 25 or 30 years just won’t cut it any more.
How we assess a customer’s business environment is changing too. Soon it won’t be enough just do a “managed print assessment”. Pretty soon we’ll have to do full “Business Assessments” to see what shakes out and to help our customers more than ever before. Are you ready for that? DOCassess can get you there when you’re ready. We’re developing tools to help you to make the transition from OED to full business services. We’re paying attention and doing the hard work of making sure that you can compete in the new channel, whatever it shapes up to be.
The future is bright
For those ready to grasp it
The Office Equipment Dealer is Dead. Long live the Office Technology Dealer and all the new revenue streams at their disposal. There’s never been a more exciting time to be in the industry provided you are ready to become more. We’re ready to take that journey with you whenever you are.
What are your thoughts? How are you changing to meet the needs of the 21st century customer? Do you think this is all nonsense? Share your comments and opinions, we’re looking forward to the conversation and to many years of growth ahead!