Hybrid Dealer Report

Additional Information

The document output industry is in flux. Traditionally there have been two different channels supporting two different fleets, a copier fleet and a printer fleet. Copier dealers are on one side with developed service offerings, and printer reseller / VARs are on the other hand with their vast product offerings and IT eThe widespread implementation of Managed Print Services (MPS) is driving a consolidation of purchasing. Instead of two fleets, with a separate decision maker for each fleet, organizations are moving to a single fleet with a single decision maker. The new decision maker requires both strong service capability and IT expOut of this change, a new type of dealer is emerging, the “hybrid dealer.” This dealer will combine the strengths of traditional copier dealers and printer resellers to create a new type of dealer. We believe this dealer will be the successful dealer in the future. In short, it is becoming an “all or nothing” sales proposition.ertise.xpertise.