Glen Clark
The office equipment world of faxes and copiers and the technology world of printers, laptops, servers and help desks continue their convergence. But now dealers are figuring out how to make the most of the data they hold. In turn, they’re helping their customers focus on the data that can provide the most actionable insights. As dealers look for efficient ways to make data useful in a world of information overload, a new breed of business intelligence tools is providing them with a competitive edge.
The industry has seen a progression from dealers that offer equipment only to dealers that offer equipment and services for financed and non-financed assets — or basic print services. But a growing number are embracing new ways to go to market, utilizing data to show their customers how they can save by consolidating vendors and by offering a full document management suite, which includes document management software and additional services related to record retention, storage and access.
Moreover, dealers are beginning to leverage relationships with suppliers like GE Capital as well as their customers. Not only does it change how dealers approach a sale, it also allows them to share critical information. Dealers are leveraging their cost-first approach to establish themselves as the vendor of choice for both devices and support that was previously associated with IT resellers. They’re even expanding into help desk services.
Ultimately, end-users should see cost savings by consolidating vendors and equipment providers, while dealers have the opportunity to expand their footprint. We know it involves risk and investment but we believe it’s the future of the industry. And that’s how OI dealers can capitalize on the power of data.
