Time Flies: The Trends that Stand to Impact the Office Technology Dealer Universe

Difficult to believe, but 2026 has kicked off. That means 1976, the year of our nation’s Bicentennial, was 50 years ago. Yes, we feel old, thank you for pointing that out. Let us old heads reminisce about Charlie’s Angels, the 75-cent Quarter Pounder with Cheese and the Big Red Machine. It was the year Jobs and Wozniak debuted Apple, and Microsoft was also incorporated.

Sobering thoughts, one and all. But we’re not living in the past. This year has a lot to live up to, especially its predecessor. Yes, 2025 asked us to hold its beer right from the get-go, dumping tariffs in our lap. While we were able to skirt the $10 cup of coffee (mind you, it was 50 cents in 1976), our industry’s major manufacturers weren’t so lucky, and businesses found themselves having to pay a premium for new MFP hardware. By year’s end, the notion that all prices were skyrocketing helped mitigate disappointment and backlash.

So, where exactly are we headed? Here’s the trends report from the editorial catbird seat:

• The tariff drama that played out in 2025 was noteworthy for its unorthodox rollout and (sometimes) rollback. Not unlike an unpredictable Florida weather pattern, it managed to soak some companies before giving way to mostly sunnier skies.
• Artificial intelligence (AI) keeps moving the goalposts as the technology finds new and exciting ways to impact the business community. Sales and marketing automation is turning the dealer world upside down, but in a good way.
• There was heavy turnover in the executive offices of dealers and OEMs alike as many industry veterans settled into board chair roles. Yes, we’re getting older as an industry, but the next generation appears poised to lead the way.
• The reduction in transactions trend continued into a third year, and the most interesting developments transpired on the manufacturer end. Xerox’s assimilation of Lexmark foreshadows more musical chairs for the OEM side, and many observers are wondering which companies will be left standing alone.

The January State of the Industry report asks this simple question: what trends bear watching? In order to better gauge what’s going on at a more granular level, we turned to the industry’s top brass for a primer on the talking points that we should follow as 2026 unfurls before our eyes. We also have a companion piece on page 24 that allows our panel of august experts to cast a prediction or two about what may transpire in 2026. Let’s see what these professionals have to say.

Doing More with Less

One trend that flies under the radar is robotics. Anthony Sci, president and CEO of Keypoint Intelligence, sees it as an answer to another trend that crosses the full business spectrum: finding available talent in the employment market.

“Robotics is sorely needed in our industry as in my opinion there’s a labor crisis that it can help address,” he said. “Bridging the gap between the production industry and the robotics manufacturers will be the key.”

The subject of AI continues to garner mindshare in every community that ultimately serves the business end-user. Dawn Abbuhl, president of Repeat Business Systems in Albany, New York, notes it already provides support for dealers in the areas of sales, customer intelligence, proposal writing and role playing, among others. The time is now, she added, to fully embrace the technology.

Robotics is sorely needed in our industry as in my opinion there’s a labor crisis that robotics can help with.

– Anthony Sci, Keypoint Intelligence

One of the lesser-heralded trends is the use of cryptocurrency as an investment option. “It’s a great, albeit some may say risky, way to appreciate earnings while keeping the cash available and liquid if needed,” Abbuhl added. “Every investment has risks, but there are also potentially significant upsides.”

Demand will continue to uptick in the realm of specialty print, with verticals including SLED and health care boosting demand, according to Laura Blackmer, president of dealer sales for Konica Minolta Business Solutions. She pointed out that it’s also a prime offering for commercial print and in-plant applications.

“Any investment dealers can make in understanding and delivering full vertical solutions and products, in both office and production print, the better,” Blackmer said.

The ability of end-users to do more with less is a trend that can’t be ignored. “Customers are looking for efficiencies, and dealers need to be equipped to have in-depth conversations to help them understand the toolsets available to them within AI, workflow and security, and the costs involved,” she added.

The new year will undoubtedly include a strong dose of AI technology. Melissa Confalone, president of Fraser Advanced Information Systems in West Reading, Pennsylvania, sees some of its greatest industry impact taking form in service delivery, predictive maintenance and workflow automation. AI’s ability to streamline operations, reduce downtime and bolster client experiences is just beginning to take hold.

Customers are looking for efficiencies, and dealers need to be equipped to have in-depth conversations to help them understand the toolsets available to them within AI, workflow and security, and the costs involved.

– Laura Blackmer, Konica Minolta

It’s not mere lip service. “As OEMs and software providers expand AI capabilities, dealers and MSPs will need to invest in training, infrastructure and new skill sets to stay competitive,” she said. “This is the key reasoning that Fraser started its AI Lab two years ago.”

Venerable Partners

The transactional turntable should continue to spin during the new year, with added emphasis on OEM consolidation. Mike Marusic, president and CEO of Sharp Imaging and Information Company of America, notes that M&A and partnership activity is destined to reshape the competitive landscape and impact supply chains.

“It’s more important than ever for dealers, manufacturers and suppliers to take a hard look at their business partners and make sure they’re companies that are stable and forward-looking,” he said. “This is about protecting your business and ensuring you’re in control of your own destiny.”

Further, Marusic sees diversification as much more than a buzz word, believing it’s a proven strategy. “Dealers who’ve expanded beyond traditional print solutions into IT, security and display technologies are not only capturing new revenue streams, but they’re also strengthening their value to customers and defending against market decline,” he added. “The data is clear: those who diversify outperform those who don’t.”

While it’s slowed to a degree, Impact Networking CEO Mike Lepper believes the reduction in clicks will open the doors to dominant dealers obtaining the firms struggling most. Another trend he sees is the integration of AI and automation and their potential for transforming the way services are offered.

Security, as always, remains a concern. “There’s an increasing need for robust cybersecurity measures as reliance on digital solutions grows to protect data and comply with regulations,” Lepper said.

Dealers who’ve expanded beyond traditional print solutions into IT, security and display technologies are not only capturing new revenue streams, but they’re also strengthening their value to customers and defending against market decline.

– Mike Marusic, Sharp

One of the most relevant talking points in the eyes of Karl Boissonneault, president of Xerox North America Channels, is the impact of intelligent automation and data-centric solutions. He feels they’re poised to reshape how clients manage their workflows and make business decisions.

“Intelligent document processing and AI-driven automation will help partners stand out from traditional print providers,” Boissonneault offered. “This evolution is solidifying the dealer’s role as a trusted advisor in digital transformation, driving operational efficiency and creating measurable business outcomes.”

Intelligent document processing and AI-driven automation will help partners stand out from traditional print providers.

– Karl Boissonneault, Xerox

In addition, he notes the vendors who demonstrate measurable environmental and social progress will continue to curry favor with clients. “Dealers who align with ESG frameworks gain a competitive advantage,” Boissonneault remarked. “Sustainability is no longer a differentiator; it’s a baseline expectation and a key decision criterion in vendor selection.”

Big Three

There are three interconnected trends that bear following in 2026, notes Rick Salcedo, president and CEO of KDI Office Technology in Aston, Pennsylvania.

• Deeper digital workflow integration drives client desire for connected ecosystems as opposed to isolated tools
• More and more customers value true partnerships as opposed to transactional sales
• AI and automation will accelerate predictive service, document intelligence and operational efficiency

“These shifts push our industry toward delivering broader, value-driven solutions that improve productivity and strengthen long-term relationships,” Salcedo said.

The new year should offer a continued emphasis on value and simplification, according to Chenyi Chiu, CEO of Katun Corp. He notes that clients are keen on engaging providers who can reduce complexity, communicate transparently and deliver predictable cost structures.

In addition, security and AI figure prominently in 2026, Chiu pointed out. “We also expect to see a heightened focus on MFP security and compliance, features such as encryption, secure print release and user authentication will become expected rather than optional,” he noted. “AI-driven workflows will continue to evolve into a core part of everyday operations, becoming more deeply integrated across the industry.”

The opportunity exists for dealers to not only improve their ability to serve the client and bolster efficiency via AI, points out James Loffler, president of Loffler Companies in St. Louis Park, Minnesota. They can also furnish AI-driven productivity and guidance, enabling clients to secure their Teams and SharePoint environments in a manner that minimizes risk.

AI-driven workflows will continue to evolve into a core part of everyday operations, becoming more deeply integrated across the industry.

– Chenyi Chiu, Katun

“Dealers who focus on governance and readiness will enable clients to unlock AI’s potential without the headaches of traditional data management,” he said.

AI shouldn’t be expected to completely guide the process, and Loffler feels success won’t result from technology alone. As customers value their current relationships, he says, AI will pack a harder punch when it helps those dealer teams deliver faster, smarter and more personalized service.

“To unlock real productivity gains, companies must invest in new skill sets and mindsets that can create value from AI solutions,” Loffler noted. “There are no ‘switch-on’ tools that guarantee results; the winners will combine predictive analytics and automation with human expertise. Expect a surge of AI tools in 2026, but only those who pair technology with talent will achieve efficiency gains of 20% or more by 2027.”

Cloud Forecast

Jose Estebanez, vice president, corporate marketing for Kyocera Document Solutions America, sees a trio of trends that bear monitoring. He feels AI will continue to increase its presence in and around the device—areas including predictive maintenance, anomaly detection, fleet analytics and automated ticketing, among others. He believes the uptick in production print, packaging and labeling will grow further as office print continues its steady but slow decline.

Cloud printing, in particular, will shape 2026, according to Estebanez. “[It’s] becoming a baseline expectation for customers consolidating infrastructure and looking for a standard user experience across hybrid workplaces,” he noted.

Diversification will continue to move up the list of dealer business plans as margin pressure on imaging hardware, service and supplies becomes tighter, notes Erik Crane, president and CEO of CPI Technologies in Springfield, Missouri. The continuing tariff saga could see manufacturers and other vendors implementing another price increase at some point this year, he added.

Cloud printing is becoming a baseline expectation for customers consolidating infrastructure and looking for a standard user experience across hybrid workplaces.

– Jose Estebanez, Kyocera

It’s AI, however, that’s poised to grow in significance, according to Crane. “I’m excited to see how the imaging manufacturers may try to use it in conjunction with hardware to a higher degree,” he added. “This subject may seem to be overused, but it will continue to influence almost every industry going forward.

Some of the trends being monitored closest by Ricoh USA, Inc. are centered on process improvement and setting clients and end-users on the path for long-term success. Jim Coriddi, chief dealer officer for the venerable OEM, cites three in particular: 1) workflow automation and AI integration, 2) scanning and digital transformation, and 3) dealer capability building.

“Customers want efficiency and less manual work, which is driving increased demand for intelligent document processing,” Coriddi noted. “As customers are printing less, the need for secure scanning and data sharing remains critical.”

Of augmenting partner capabilities, he added, “The right investments in training and technology will empower dealers and set them up for success.”

Customers want efficiency and less manual work, which is driving increased demand for intelligent document processing.

– Jim Coriddi, Ricoh

Is there a catalyst-type correlation between AI and printing? Dan Strull, CEO of Woodland Hills, California-based GoodSuite, notes how another example points at the possibility.

“I’ve been wondering what the effect of AI might be on our industry, and it seems that more printing may occur because AI adds more content,” he said. “It’s similar to the way email negated the paperless office and increased communication 10-plus years ago.”

Cloud Cover

Two of the more prominent sources for business opportunities can be gleaned from cloud-native solutions and subscription models, according to Steven Sauer, CRO for Toshiba America Business Solutions. Print infrastructure is finally closing the gap on the critical business functions that have long-since migrated to the cloud.

“With hybrid work and cloud-first strategies becoming the norm, cloud enablement is no longer optional; it’s foundational,” Sauer noted. “Dealers who embrace platforms such as Coreza Print—formerly directprint.io—will unlock recurring revenue streams and deliver predictive analytics that reduce service costs and increase uptime.”

Given the fertile applications for logistics, manufacturing, health care and ecommerce, label and receipt printing is a beneath-the-radar alternative that can prove fruitful. “Dealers pivoting into these areas can offset revenue loss and capture market share from incumbents,” Sauer added. “Incorporating these devices into managed print programs provides differentiation and positions dealers as comprehensive solution providers in growing verticals.”

Dealers who embrace platforms such as Coreza Print—formerly directprint.io—will unlock recurring revenue streams and deliver predictive analytics that reduce service costs and increase uptime.

– Steven Sauer, Toshiba

Harnessing data is always a top item on client wish lists, and along with that comes data security. That’s where companies such as EDGE Business Systems of suburban Atlanta comes in, notes Josh Salkin, one of the firm’s partners.

“Document workflow should be a critical part of the conversation/value proposition for all dealers,” he said. “If you aren’t asking, someone else is.”

Industry consolidation has a domino effect that dealers should be mindful of as well. “We’ve seen this in markets where competitors are acquired and reps leave, service falters and clients are desperate for new vendors,” Salkin remarked. “I think we’ll see more consolidation from dealers and manufacturers in 2026.”

The quickening shift from analog to digital workflows is being experienced across the business process landscape, and the mailing/shipping sector is no exception. Mike Hannon, managing director for North America at FP Mailing Solutions, notes customers are gravitating toward hybrid, cloud-based processes that streamline communication, mailing and shipping tasks.

However, he notes it’s not at the expense of traditional mail. “This shift doesn’t eliminate physical mail. Instead, it changes how mail fits within a broader operational workflow,” Hannon remarked. “Dealers who position themselves as workflow advisors rather than hardware sellers will be better prepared to meet customer expectations. Manufacturers who invest in connected, intuitive platforms will shape the next phase of industry growth.”

Manufacturers who invest in connected, intuitive platforms will shape the next phase of industry growth.

– Mike Hannon, FP Mailing

Hannon also believes the rising demand for operational efficiency and cost visibility bears monitoring. Keenly sought are the tools that reduce manual work, increase accuracy and provide clearer insights into cost management.

“Solutions that simplify mailing and shipping operations will become increasingly valuable,” he said. “Dealers who can clearly demonstrate measurable savings and improved productivity will stand out in a competitive environment.”

One of the more overlooked HR aspects is the need to ensure valued team members on the verge of retirement have the opportunity to share their wisdom within the organization. Such stalwarts, notes Larry Weiss, chairman of the board for Atlantic Tomorrow’s Office in New York City, aren’t as prevalent in today’s available talent pool.

“Senior reps and managers are retiring, and their skillsets are disappearing with them,” Weiss noted. “Finding a replacement for these big producers is very challenging. In most cases, it’s like finding a diamond in the rough.”

A trio of trends—AI-powered solutions, integration and cloud solutions/security/compliance—stand to remain impactful as the new year gathers steam, according to Bill Vanek, vice president of strategic partnerships for eGoldFax. Not surprisingly, the solutions provider is unleashing a wave of technology offerings to enable customers to stay ahead of the curve.

“As we align with these three emerging trends, eGoldFax is gearing up for a significant 2026 product launch while advancing our roadmap of new MFP connectors,” Vanek noted. “Our innovation pipeline remains strong, with additional integrations and the AI-driven eGoldFax Healthcare App scheduled for release in 2026.”

Our innovation pipeline remains strong, with additional integrations and the AI-driven eGoldFax Healthcare App scheduled for release in 2026.

– Bill Vanek, eGoldFax

Taking Stock

Recasting the identity of a business to better align with evolved objectives is a trend that bears watching, notes Paul McKinney, CFO/COO for Eakes Office Solutions in Grand Island, Nebraska. Companies are transitioning from one-dimensional “managed print” providers to multi-dimensional “business technology” or “business services” firms.

“This would include diversification into areas such as water/beverage service, access control, digital signage/scoreboard display technologies, conference room technology, managed IT, VoIP phone systems and a myriad of other high-tech categories,” McKinney said. “I feel this is a necessary evolution, and those who choose not to evolve will eventually get squeezed out.”

In the eyes of Mitch Leahy, GreatAmerica Financial Services’ vice president and general manager of the Office Equipment Group (OEG), automation and talent development will be catalysts for industry change in 2026 and beyond. He points out that AI and workflow automation sharpen efficiency and elevate service quality, enabling providers to improve internal processes and deliver advanced solutions. Meanwhile, he notes, employee recruiting and reskilling build the expertise needed to maximize these technologies.

“Together, these forces redefine competitive dynamics and reveal which dealers adapt most effectively to shifting customer expectations,” Leahy remarked. “Evolving sales structures and expanding team skills to drive value-based service conversations are key to successful channel diversification.”

Evolving sales structures and expanding team skills to drive value-based service conversations are key to successful channel diversification.

– Mitch Leahy, GreatAmerica

Hybrid workforces favor efficient, distributed print environments, which will continue to facilitate the movement from A3 to A4 machines, notes Kimberlie Sutterfield, national sales, strategic channel partners for Brother International. It’s one of three trends she cited, along with end-users expecting stronger IT integration, which includes print becoming part of broader security and workflow conversations.

Lasty, she sees automation and AI-driven fleet analytics becoming more essential. “Dealers who embrace these trends will improve efficiency, expand MIF opportunities and deliver more holistic technology support,” Sutterfield said.