It’s not much of a hot take to suggest that all the MFP manufacturers serving our industry do an extremely good job with the development of A3 and A4 devices. That’s not to say there isn’t any variability that could provide a competitive advantage, but there are so many factors to consider that an apples-to-apples comparison is fruitless. And that is why there is still a plethora of choices on the market that are viable. For now, at least.
As we continue with June’s State of the Industry report on A3s and A4s, we asked our dealer panel to evaluate the capabilities that OEMs offer that are most critical to winning business. Our executive amigos provide a few examples specific to certain manufacturers that have been essential to dealer success. It stands to reason that those OEMs willing to listen to input and suggestions are actively enabling partner success.
Information Systems
Standardization across the full A3 and A4 portfolio, in tandem with strong remote device management, are the top factors in the eyes of Melissa Confalone, president of Fraser Advanced Information Systems in West Reading, Pennsylvania. Taken as a whole, these factors enable Fraser to deliver a more reliable and scalable experience for clients, reducing printer-related helpdesk tickets, minimizing user downtime, and enforcing consistent device policies across multiple locations.
“With centralized visibility and remote management, we can proactively address issues, manage firmware updates, and support environments without the need for frequent onsite visits,” she said. “Ultimately, it strengthens the overall value of the solution by improving uptime, security, and operational efficiency.”
Mark of Consistency
Office Systems
One of the biggest value propositions OEMs can bring to the fold is reliability and consistency across the platform, notes Matthew Salzano, the vice president of Network Digital Office Systems in Fairfield, New Jersey. Clients are simply seeking repeatable performance in their A3s and A4s, and they need to be easy to support over time.
Salzano points out that he’s seen how performance drives decisions. One example is Konica Minolta’s bizhub C4751i. Network Digital Office Systems has captured a strong amount of business because the C4751i delivers A3-level capability in an A4 footprint, without compromising on speed, usability or output quality. As a result, clients can confidently consolidate and optimize their fleets.
Equally valuable is security and open architecture. “Buyers want confidence that their equipment will fit into modern IT infrastructures and adapt as their needs evolve,” Salzano remarked. “Long-term serviceability and parts availability also play a key role, particularly as organizations look to extend the lifecycle of their investments.”
Joe Blatchford, CEO of Image 2000 in Valencia, California, sees a manufacturers’ greatest contribution centering on pricing and cost-per-page competitiveness. As an example, his team underscored to Kyocera the importance of maintaining aggressive pricing in the A4 space. In response, the OEM adjusted both equipment pricing and CPC on select models, which has significantly improved Image 2000’s competitive positioning.
Likewise, he added, Sharp has been instrumental in providing a comprehensive product catalog ranging from A4 devices to production print systems. “Having access to a full lineup allows us to deliver complete, tailored solutions rather than piecemeal offerings—an advantage that resonates strongly with customers,” Blatchford said.
Platform reliability, paired with security and analytics, are the most significant OEM contributions in the eyes of Loffler Companies. According to John Hastings, executive vice president, sales and service for the St. Louis Park, Minnesota-based dealer, clients look for devices that integrate seamlessly into their IT and security environments. It’s important that they provide visibility into usage, costs and risks, and support long-term fleet intelligence, not just printing.
Such factors help facilitate unimpeded sales. “When the OEM’s roadmap aligns with those needs, it enables Loffler to sell confidently and scale consistently,” Hastings said.
