Industry Experts Offer Bold Predictions for What 2026 Holds in Store

Ordinarily, the editorial think tank at ENX Magazine would consult either a crystal ball or tarot cards to make a few bold and brash predictions for the office technology dealer ecosystem. Unfortunately, we’ve misplaced both prognosticating tools, and the tariffs were simply too expensive for us to order new ones for 2026. And that’s too bad.

Tariffs were definitely thorns in the backsides of businesses and consumers across this great nation in 2025. But that’s just one issue among many that impacted 2025’s fortunes, and there’s a considerable number of industry-themed talking points that will have longer-lasting ramifications. Some, particularly AI, have the capacity to forever change the way we do business—a proposition that’s both exciting and frightening. Those who are taking a positive and proactive approach toward it will reap the highest rewards. After all, fortune favors the bold. But it’s not without risk.

Luckily, you don’t need a fortune teller to predict 2026. As part of the State of the Industry report on trends and predictions, we’ve canvassed some of the industry’s heaviest hitters to get their prognostications regarding what we can expect to see impacting the new year. It dovetails nicely with our trends to watch piece, which hopefully you didn’t pass (see page 8). Here are some fearless forecasts…how do they compare with yours?

Come Together

Mitch Leahy, GreatAmerica Financial Services’ vice president and general manager of the Office Equipment Group (OEG), projects an acceleration in industry consolidation. With larger organizations expanding their service offerings and augmenting their buying power, it will certainly ratchet up competition.

“Independent dealers pursuing strategic acquisitions or preparing succession plans will gain new markets and capabilities,” Leahy said. “Those who fail to adjust risk losing relationships long term as customers increasingly demand broader technology solutions via a single provider.”

Unfortunately, 2026 is destined to continue the steady decline of print volumes, and dealers will be vying for a lesser slice of the pie according to James Loffler, president of St. Louis Park, Minnesota-based Loffler Companies. Dealers are advised to keep a sharp eye on the demand trajectory.

“Growth-minded dealers will lean into IT solutions and managed services, because that’s where client demand is headed,” he said. “Security, cloud adoption and AI integration are driving this shift, and those who adapt will win.

Chenyi Chiu, CEO of Katun Corp., expects a renewed focus on hardware and service profitability will dominate in 2026. He points out both dealers and OEMs are locking down service operations through data-driven dispatching, standardized parts and easier-to-maintain devices.

Growth-minded dealers will lean into IT solutions and managed services, because that’s where client demand is headed.

– James Loffler, Loffler Companies

“Predictive maintenance and OEM-equivalent supplies help reduce downtime, cut service costs and stabilize margins,” Chiu said. “As print volumes level off, operational excellence becomes the primary lever for profitability, strengthening competitiveness while supporting continued growth in adjacent offerings such as IT services and production print.”

Territorial lines could be a thing of the past from an OEM standpoint, at least for certain manufacturers. GoodSuite CEO Dan Strull sees some potentially significant ramifications.

“Two more major manufacturers will break down the territory walls and allow a free-for-all geographically,” Strull noted.

Karl Boissonneault, president of Xerox North America Channels, projects 2026 will offer an inflection point for the office dealer space. Most noteworthy, he believes, will be the convergence of automation, sustainability and services-led business models.

“Consolidation will continue, driven by economic pressures, succession planning and the capital investment needed to support emerging technologies,” he said. “As a result, we expect stronger partnerships between dealers and vendors to ensure mutual growth and client retention.”

Two more major manufacturers will break down the territory walls and allow a free-for-all geographically.

– Dan Strull, GoodSuite

Boissonneault also sees AI and immersive technologies increasingly supporting service delivery and customer engagement, enhancing client experiences.

Economic Sunshine?

Dawn Abbuhl, president of Repeat Business Systems in Albany, New York, is projecting optimism in the economy. It would be a welcome respite from the volatility of recent years.

“The economic environment has been inconsistent,” she noted. “I see that leveling a bit and hopefully—because I’m an optimist—slowly moving in a positive direction.”

The rise of tariffs and the ability of vendors to furnish security protocols will be drivers for the dealer (and OEM) worlds to address, says Laura Blackmer, president of dealer sales for Konica Minolta Business Solutions. On the former count, barring any further developments (of which there were many in 2025), it could be difficult sledding.

The economic environment has been inconsistent. I see that leveling a bit and hopefully—because I’m an optimist—slowly moving in a positive direction.

– Dawn Abbuhl, Repeat Business Systems

“Tariffs will continue to pose challenges into the new year and beyond,” she said. “Dealers must understand the impact of economic uncertainty and be prepared with strong talking points on risk mitigation.

“Customers will also continue to expect their providers to understand and consult on security issues and prevention/mitigation.”

Another observer who anticipates consolidation will continue to reshape the competitive theater is Melissa Confalone. The president of West Reading, Pennsylvania-based Fraser Advanced Information Systems believes fortune will favor those bold enough to leverage opportunities and spark continued growth as opposed to taking a reactive posture.

“Those who have aggressive, well-planned strategies for expanding revenue streams, building recurring service models and differentiating through expertise will be best positioned to thrive,” Confalone said. “As the number of competitors shrinks, the quality and agility of execution will matter more than ever.”

Dealers who can speak fluently about cybersecurity, compliance and endpoint protection in the context of print will stand out in 2026.

– Melissa Confalone, Fraser Advanced Information Systems

She also projects a broader adoption of cloud printing solutions, propelled by an increased focus on data protection, remote accessibility and document security. “Organizations are no longer just looking for convenience—they’re looking for integrated, secure workflows that align with their IT standards,” Confalone pointed out. “Dealers who can speak fluently about cybersecurity, compliance and endpoint protection in the context of print will stand out in 2026.”

Mike Hannon, managing director for North America at FP Mailing Solutions, believes the industry will reach a turning point where connected software, automation tools and traditional mailing equipment begin to operate as one ecosystem. Those providers who can offer a unified experience, he adds, will be well positioned to foster long-term trust.

“Customers will expect end-to-end visibility across mailing and shipping activities, and they’ll gravitate toward partners who make those processes simple, predictable and easy to manage,” he said.

According to Josh Salkin, partner with EDGE Business Systems, it will be survival of the fittest in the dealer realm. But what’s bad news for some is good news for others.

“Good dealers will continue to grow, while others who’ve been holding on will sell or go out of business,” Salkin added. “This is a great chance to acquire sales and service talent if you have a compelling story to tell. This is still a great business to solve client challenges.”

This is a great chance to acquire sales and service talent if you have a compelling story to tell.

– Josh Salkin, EDGE Business Systems

Changing Plans

While Mike Marusic isn’t expecting 2026 to offer a dramatic shift in the office technology market, the president and CEO of Sharp Imaging and Information Company of America predicts the pace of change will gain more momentum. The old dealer playbook—and pricing wars in particular—is no longer effective. Dealers that deliver greater value to their customers and aren’t shy about expanding into ancillary offerings stand to benefit the most.

“We’re seeing customers look for partners who can do more—who can be that one-stop shop for everything from displays and IT products to specialized services,” he said. “At the same time, the industry is seeing more OEM consolidation, and that means dealers need to take a hard look at their partnerships to make sure they’re set up for long-term success.

“The urgency to future-proof your business has never been greater,” Marusic added. “Now’s the time to invest in the right products, streamline your processes and develop your people. Those who move quickly and make smart, strategic choices will be the ones who thrive as our industry continues to evolve.”

Those dealers that were astute enough to get ahead of last year’s price increases will be rewarded with a significant advantage in the eyes of their markets, notes Erik Crane, president and CEO of CPI Technologies in Springfield, Missouri. Clients who are less confident about the economy will seek value from a trusted advisor, he added.

“Clients have to continue to run their organizations profitably,” Crane said. “While price is always a factor, feeling comfortable that they’re getting the best office technology value from a vendor that has the client’s success at heart can [help] close a lot of deals.”

Steven Sauer, CRO for Toshiba America Business Solutions, projects 2026 to be a year of accelerated transformation. He believes dealers will be pressed to redefine their value propositions as digital workflows climb while print volumes continue to tail off.

While price is always a factor, feeling comfortable that they’re getting the best office technology value from a vendor that has the client’s success at heart can help close a lot of deals.

– Erik Crane, CPI Technologies

“Those who diversify intelligently—offering integrated hardware, software and services—will thrive,” he said. “Expect increased adoption of AI for predictive maintenance, deeper cloud integration for workflow automation and a shift toward service-led models that prioritize customer outcomes over product sales. Sustainability will also play a larger role, with eco-conscious practices becoming table stakes for winning business.”

Keep it Simple

The companies poised to enjoy the most growth in 2026 will be those able to simplify their go-to-market approach and deliver quality service, notes Mike Lepper, CEO of Impact Networking in Lake Forest, Illinois. But there are other variables at play.

“With the amount of PE in the space, managed IT services will continue to get squeezed. But those not using or investing in AI will be left behind, and cyber threats will only continue to evolve,” Lepper noted. “Businesses that focus on building strong client partnerships will be the ones to thread the needle.”

Dealer consolidation will accelerate in 2026, according to Jose Estebanez, vice president, corporate marketing for Kyocera Document Solutions America. Scale, he noted, becomes more important given the combination of declining office volumes and demands around cloud, security and IT services.

Businesses that focus on building strong client partnerships will be the ones to thread the needle.

– Mike Lepper, Impact Networking

“Larger dealers are better positioned to invest in capabilities and talent,” he said. “Consolidation will raise standards for execution and solution breadth, while price competition will increase as customers become more cost-driven and RFP-savvy.”

First Domino

Is the late 2024 acquisition of Lexmark by Xerox a harbinger of OEM consolidation? Paul McKinney, CFO/COO for Eakes Office Solutions in Grand Island, Nebraska, predicts another one of the major manufacturers will exit the channel in 2026. He also wonders if a major combination could transpire on the dealer side.

“It’s entirely possible that one or more of the mega dealers will be acquired by another mega dealer or a private equity group,” he said.

As Bill Vanek, vice president of strategic partnerships for eGoldFax, illustrated in the aforementioned trends article, the trio of AI-powered solutions, integration and cloud solutions/security/compliance is destined to drive new releases and spark continued interest. AI’s impact is being keenly felt across the wider business spectrum.

It’s entirely possible that one or more of the mega dealers will be acquired by another mega dealer or a private equity group.

– Paul McKinney, Eakes Office Solutions

“As AI-powered solutions become more widespread, customers will be rethinking how they do business, the products and services they sell, and how they can leverage AI to empower their employees and processes to expand their businesses and be more competitive and profitable,” he said.

As the year unfolds, profitability pressure will intensify as demand shifts toward lower-revenue hardware, pushing dealers to control service costs and modernize operations, according to Kimberlie Sutterfield, national sales, strategic channel partners for Brother International. She sees more dealers diversifying into managed IT and security services to strengthen recurring revenue.

“Cloud-based fleet management will continue replacing traditional SNMP tools, enabling predictive service and reduced overhead,” she added. “Those who integrate automation, remote monitoring, and data intelligence will be best positioned for sustainable growth.”

Cloud-based fleet management will continue replacing traditional SNMP tools, enabling predictive service and reduced overhead.

– Kimberlie Sutterfield, Brother

Another executive who believes consolidation will have an impact in 2026 is Larry Weiss, chairman of the board for Atlantic Tomorrow’s Office in New York City. Most affected could be independent dealers suffering from revenue and profit declines.

“Those dealers with the resources will find alternative revenue sources by selling additional products and services to their existing base of clients,” he said. “Some of these products and services will be the usual suspects, and others will get into data analytics/AI offerings.”

While the Xerox-Lexmark union certainly caused a ripple throughout the industry, another sign of things to come can be seen in the many partnerships forged on the OEM side. Anthony Sci, president and CEO of Keypoint Intelligence, notes the strategic associations such as Ricoh, Toshiba and OKI, along with Konica Minolta and Fujifilm, as evidence that a major connection is in the cards for 2026.

Those dealers with the resources will find alternative revenue sources by selling additional products and services to their existing base of clients.

– Larry Weiss, Atlantic Tomorrow’s Office

“I’m not sure who will be involved, but with the financial results still very challenging and the addition of tariffs, something has to give,” Sci said. “I believe the start of our industry consolidation will come towards the end of 2026.”

Bottom-line Benefits

Rick Salcedo, president and CEO of KDI Office Technology in Aston, Pennsylvania, predicts continued momentum toward integrated digital workflows and AI-enabled services. Tools that streamline processes, reduce manual work and deliver measurable ROI will be highly sought after by businesses.

“Dealers who lean into a consultative model—helping clients solve operational challenges rather than just supplying equipment—will gain ground,” he added. “AI’s role in workflow automation and predictive service will continue to redefine expectations on both sides of the partnership.”

The push toward diversification will continue to garner momentum among dealers, according to Jim Coriddi, chief dealer officer for Ricoh USA, Inc. Scanning, workflow software and AI-driven solutions are among the areas he sees gaining the most traction.

Dealers who lean into a consultative model—helping clients solve operational challenges rather than just supplying equipment—will gain ground.

– Rick Salcedo, KDI Office Technology

“This shift is fueled by customer priorities such as streamlining operations, reducing costs and future-proofing their business,” Coriddi added. “Dealers who embrace consultative selling and demonstrate how their solutions improve efficiency will gain share, while those clinging to legacy models risk stagnation.”