One of the great things about our industry is the level of sharing and cooperation among its members. From associations to peer groups and organizations such as The Consortium, the dealer community has always been willing to provide input and advice on any topic. Most vendors to the industry also have dealer councils, be they hardware or solutions providers that provide learning opportunities on top of the product input.
Of course, you already know this, but it’s still gratifying to point out that dealers are not so gung-ho competitive that they wouldn’t help out an industry amigo. Ask and ye shall receive. So as we put the wraps on the January trends and predictions State of the Industry report, we offer some final thoughts on the best way to approach the new year. Thank you to all the participants, and it goes without saying that we hope all of our readers have a safe, happy, healthy and profitable 2026.
Mike Marusic, Sharp: Don’t stand still. The dealers who are winning today are the ones who are willing to take action—adding new products, building out their services and making themselves indispensable to their customers. But it’s not just about what you sell; it’s about how you run your business. Investing in operational efficiency and developing your team isn’t optional anymore—it’s essential. Reviewing how you operate is essential to keeping your business sharp and ready to compete as the industry keeps changing. Strong partnerships, a broader portfolio, and a focus on your people will put you in the best position to succeed, no matter what the market throws your way.
Rick Salcedo, KDI Office Technology: Lead with solutions. Focus on solving real business problems rather than pushing products. Invest in your people, leverage technology to work smarter and stay closely aligned with customer goals. The companies that thrive will be the ones building long-term, trusted relationships—helping clients adapt, stay secure and operate more efficiently as demands continue to evolve.
Karl Boissonneault, Xerox: Invest in people and automation. Together, they define your future relevance. Technology alone doesn’t guarantee success. The winning formula combines the right digital tools with a skilled, agile workforce capable of transforming client challenges into opportunities. By embracing intelligent automation, creating a culture of innovation, and demonstrating measurable sustainability progress, dealers can move from transactional providers to strategic partner guiding clients through their digital evolution.
James Loffler, Loffler Companies: Keep learning, not just about technology but about business models and best practices. Peer groups are an incredible resource for sharing ideas and learning from others’ successes and challenges. Staying curious and adaptable is the best way to thrive in a fast-changing industry.
Mike Hannon, FP Mailing Solutions: Embrace change and innovation. The industry is rapidly evolving, and those who resist change may fall behind. Stay open to new technologies and business models and be willing to pivot when necessary. Foster a culture of innovation within your organization to remain competitive.
Dan Strull, GoodSuite: Read “10X Happiness: Maximize Your Full Potential to Achieve Your Happiest Life.” I hear it is good. (Editor’s note: Dan and his longtime friend, Stephen Pfahler, collaborated on “10X…” to offer insights on happiness and attaining one’s potential. Give it a shot and order your copy here.)
Laura Blackmer, Konica Minolta: Focus on your salespeople. Build a well-structured team equipped with tools like AI and CRM, and make sure they understand security. Set clear goals and align pricing and compensation to support growth. Prepare them to leverage AI in products and customer interactions. Identify margin leakage, monetize value-added services such as security, and develop targeted marketing strategies. Above all, understand customer needs by vertical or solution type to deliver relevant, high-impact offerings.
Erik Crane, CPI Technologies: Tirelessly work to have the best team and culture you can get! Culture will see you through a lot of tough times. Build a good bench of players you can plug in quickly to keep momentum going if you happen to lose a team member.
Chenyi Chiu, Katun: Our dealers’ success drives us, and supporting their evolving needs requires a willingness to listen and adapt. Relying on rigid, traditional approaches will limit growth in the year ahead. By embracing new technologies, developing innovative programs and exploring fresh ways to support customers, we can uncover meaningful opportunities to strengthen relationships and grow together in 2026 and beyond.
Larry Weiss, Atlantic Tomorrow’s Office: Make sure your business remains relevant to your clients’ business and always be innovative.
Bill Vanek, eGoldFax: Ask customers what their current processes are related to office technology and document imaging, what their issues are, and how their business processes can be improved before offering solutions. Sales 101, including how to communicate value and handle objections, is often overlooked. If you are not effectively doing this, your competition will.
