{"id":53127,"date":"2022-12-27T22:31:27","date_gmt":"2022-12-28T06:31:27","guid":{"rendered":"http:\/\/www.enxmag.com\/twii\/?p=53127"},"modified":"2022-12-28T01:19:03","modified_gmt":"2022-12-28T09:19:03","slug":"2023-trends-the-worst-is-behind-us-its-time-to-move-forward","status":"publish","type":"post","link":"https:\/\/www.enxmag.com\/twii\/state-of-the-industry\/2022\/12\/2023-trends-the-worst-is-behind-us-its-time-to-move-forward\/","title":{"rendered":"2023 Trends: The Worst Is Behind Us; It\u2019s Time to Move Forward"},"content":{"rendered":"\n
As we clean up the crumbs of Sociables crackers, meat-and-cheese platters and empty bottles of Pinot Noir, two things are readily apparent. One, the worst of the pandemic is now long gone. Two, the ramifications of COVID-19 are with us, perhaps forever.<\/p>\n\n\n\n
Bob Burnett, Brother International<\/figcaption><\/figure><\/div>\n\n\n\n
Take a bow, C-19. You forever changed the world\u2019s views toward employment, causing workers across the globe to job-hop in record numbers and effectively drying out the talent pool (insert your own global warming joke). You\u2019ve decentralized the work space, turning dens, family rooms and kitchen tables into makeshift (now permanent) workspaces. COVID-19 also hastened the downward trend of declining print usage, launching large A3 units into an uncertain future. Supply chains broke and have yet to fully mend. Inflation soars, costs rise, but hopes do not plummet\u2014unless a recession awaits.<\/p>\n\n\n\n
We move forward together, vacillating between 2023 as a time of challenge and opportunity. In-person events are returning, which means greater opportunity to share more ideas. Supply chain woes are decreasing, and many dealers are mobilizing for mass placements. M&A continues with vigor, symbolizing a period of significant strategy for all industry providers. Diversification and digital transformation portend a brighter and more viable future. Maybe it\u2019s the industry that should take a bow, having endured the worst of business conditions while managing to keep the lights on.<\/p>\n\n\n\n
There\u2019s a much stronger need for high-capacity scanners due to an acceleration in the digitization of documents as well as the need for cloud solutions that increase productivity related to workflows.<\/p>\u2013 Bob Burnett, Brother International<\/cite><\/blockquote>\n\n\n\n
As we welcome 2023 through optimistic, hopeful eyes, a bevy of experts from across the office technology landscape have provided their views for our annual State of the Industry trends and predictions articles. This article will focus on the myriad of trends that our panel believes bear watching in the new year, and an accompanying predictions article can be found on page 22. Many of these trends aren\u2019t newcomers, but there are one or two (such as decentralized workers) that are newer and poised to remain with us indefinitely. One thing\u2019s certain: all these trends weave together and shape the way we approach the industry, now and for all times.<\/p>\n\n\n\n
Decentralized Doings<\/strong><\/p>\n\n\n\n
As the pandemic continues to fade in our collective rearview mirror, it\u2019s becoming increasingly apparent that companies will continue to embrace hybrid work models. That\u2019s evidenced by the growing number of workplaces implementing flexible work schedules that allow employees to work from home throughout most, if not all, of the week. As such, notes Bob Burnett, director, B2B solutions development and planning for Brother International, there\u2019s a rich opportunity for resellers to provide solutions that speak to the decentralized worker.<\/p>\n\n\n\n
Jim Dotter, Virginia Business Systems<\/figcaption><\/figure><\/div>\n\n\n\n
\u201cBoth in-person and remote employees need to have a similar, seamless experience for full productivity,\u201d Burnett said. \u201cAdditionally, digital transformation continues to dictate the technology trends. There\u2019s a much stronger need for high-capacity scanners due to an acceleration in the digitization of documents as well as the need for cloud solutions that increase productivity related to workflows.\u201d<\/p>\n\n\n\n
One offshoot of the topic is the degree to which employees have returned to the office. Brent Martin, director of marketing for ARLINGTON, points out that many businesses didn\u2019t resume on-premises operations at pre-pandemic levels, as had been expected.<\/p>\n\n\n\n
Our aftermarket business hasn\u2019t returned to pre-pandemic levels, and office parking lots aren\u2019t close to full.<\/p>\u2013 Jim Dotter, Virginia Business Systems<\/cite><\/blockquote>\n\n\n\n
\u201cAs companies adapted to working remotely through digital document sharing, these practices have remained in place for most businesses, and print volumes are suffering as a result,\u201d he said.<\/p>\n\n\n\n
Jason Habbal, Vision Office Systems<\/figcaption><\/figure><\/div>\n\n\n\n
Indeed, reports of companies requiring workers to return to the office have been greatly exaggerated, according to Jim Dotter, president and CEO of Virginia Business Systems (VBS), the sister company of Edwards Business Systems in Bethlehem, Pennsylvania. This is reflected in the markets that VBS serves.<\/p>\n\n\n\n
\u201cOur aftermarket business hasn\u2019t returned to pre-pandemic levels, and office parking lots aren\u2019t close to full,\u201d Dotter added.<\/p>\n\n\n\n
Tools that help support remote workflows are especially essential, and one such element that can bolster enterprise content management and document security is the use of RFID readers. John Villegas, vice president of sales for ELATEC Inc., points out RFID readers can ensure the safety and integrity of sensitive data and documents via a single sign-on.<\/p>\n\n\n\n
There are plenty of things out there to diversify to, especially if you\u2019re not ready to take the plunge into IT services or other products\/services.<\/p>\u2013 Jason Habbal, Vision Office Systems<\/cite><\/blockquote>\n\n\n\n
\u201cRFID readers provide a secure and convenient way to access documents and data, allowing for quick and easy authentication and authorization of users,\u201d Villegas said. \u201cPlus, they enable advanced tracking capabilities and any unauthorized access to be detected and monitored, giving businesses peace of mind. As the world continues to embrace remote working, RFID readers can provide an easy and secure way to access and manage documents and data.\u201d<\/p>\n\n\n\n
Deign to Diversify<\/strong><\/p>\n\n\n\n
The ongoing trend toward reduced print volumes has intensified the call for product diversification among resellers, a movement embraced by Vision Office Systems of Charlotte, North Carolina. Company Vice President Jason Habbal believes industry manufacturers can\u2019t adjust and diversify as quickly as the dealer channel, thus it\u2019s important for the latter to tap into their creativity and resourcefulness in finding adjacencies that dovetail with office needs.<\/p>\n\n\n\n
Jim Coriddi, Ricoh USA<\/figcaption><\/figure><\/div>\n\n\n\n
UCaaS and digital signage are two prime opportunities, according to Habbal. \u201cWe\u2019ve gone headfirst into digital signage and video walls. I was a little hesitant at first, but it\u2019s become a great revenue source for the company, and our salespeople have done some really cool projects for clients,\u201d he said. \u201cWe are also starting to grow our UCaaS business. It\u2019s important to choose the right partner in the diversification process, and I feel that with Cleartouch, Sharp\/NEC and Intermedia, we\u2019ve achieved that.<\/p>\n\n\n\n
\u201cThere are plenty of things out there to diversify to, especially if you\u2019re not ready to take the plunge into IT services or other products\/services.\u201d<\/p>\n\n\n\n
We\u2019re seeing significant growth in automation into the cloud, increased demand for ECOMMERCE-ENABLED solutions and amplified engagement, with customers in finance, insurance, health care and government looking to streamline their operations through production\u2014an area that\u2019s grown substantially in recent years<\/p>\u2013 Jim Coriddi, Ricoh USA<\/cite><\/blockquote>\n\n\n\n
The industry\u2019s dealer community has done a yeoman\u2019s job in responding to the needs of customers, and the pandemic added a degree of difficulty and challenged assumptions on what constitutes an offerings catalog. In this respect, notes Mike Marusic, president and CEO of Sharp Imaging and Information Company of America, dealers\u2019 ability to diversify illustrates their willingness to be flexible.<\/p>\n\n\n\n
Josh Salkin, EDGE Business Systems<\/figcaption><\/figure><\/div>\n\n\n\n
\u201cDealers are expanding beyond the offering of their longstanding OEM partners, and that\u2019s a good thing for the industry,\u201d Marusic said. \u201cAs an OEM, we want our dealers supporting what we offer, but dealers need to be responsive to their customers and work within what they can effectively support. This means branching out beyond the MFP OEM community and building new relationships that help strengthen their support offering for their customers. In turn, the OEMs will see a much stronger dealer community with greater flexibility and reach inside the end-user audience.\u201d<\/p>\n\n\n\n
On the subject of diversification, Jim Coriddi\u2014vice president, dealer division for Ricoh USA\u2014believes it offers dealers new routes to revenue and increased profit potential. \u201cWe\u2019re seeing significant growth in automation into the cloud, increased demand for ecommerce-enabled solutions and amplified engagement, with customers in finance, insurance, health care and government looking to streamline their operations through production\u2014an area that\u2019s grown substantially in recent years,\u201d he said. \u201cThese topline trends present exciting opportunities for dealers to engage in new business and deliver more value.\u201d<\/p>\n\n\n\n
How will dealers innovate and continue to offset the lasting effects of service revenues?<\/p>\u2013 Josh Salkin, EDGE Business Systems<\/cite><\/blockquote>\n\n\n\n
Breaking the Chain<\/strong><\/p>\n\n\n\n
Fortunately for dealers\/resellers, manufacturers, end-users and vendors to the industry, the supply chain backlogs have shown signs of alleviating in recent months. Count MTS Office Systems of Anderson, South Carolina, among those dealers who report a sharp rebound from Q2 availability levels among their primary OEMs.<\/p>\n\n\n\n
\u2013 Larry White, Toshiba America Business Solutions<\/figcaption><\/figure><\/div>\n\n\n\n
\u201cCustomers have been understanding, but a key factor has been communication,\u201d noted Mason Smith, president and CEO. \u201cMost clients are patient to a point, but from a salesperson perspective, you have to do more follow-up with the client. It also impacted the way our dealership purchased equipment. If we can get our hands on something, we\u2019ll purchase it ASAP versus potentially waiting as we did in the past. Because of growth, we\u2019ve made the choice to house more stock of popular models.\u201d<\/p>\n\n\n\n
Even with supply chain disruptions diminishing, there are other factors at play that could stymie a full-on placement barrage. Josh Salkin, a partner with EDGE Business Systems just outside of Atlanta, wonders about the economy\u2019s impact.<\/p>\n\n\n\n
I don\u2019t see the recruiting issues going away in 2023. That means we have to be as diligent as we\u2019ve always been in trying to find good people in our industry.<\/p>\u2013 Larry White, Toshiba America Business Solutions<\/cite><\/blockquote>\n\n\n\n
\u201cAs we head into 2023, inventory is largely back to normal, but will demand will soften due to economic factors?\u201d he asked. \u201cHow will dealers innovate and continue to offset the lasting effects of service revenues?\u201d<\/p>\n\n\n\n
Laura Blackmer, Konica Minolta<\/figcaption><\/figure><\/div>\n\n\n\n
Some dealers also see supply chain backlogs as an opportunity to garner net-new clients. Dan Larkin, solutions sales director for St. Cloud, Minnesota-based Marco, notes the ability to promise clients faster product deliveries may be enough to entice customers away from their incumbent vendors.<\/p>\n\n\n\n
In that regard, it behooves dealers to be wary of vulnerabilities within their client base. \u201cAdding more points of contact and strengthening relationships with existing clients will be very important in combating client-poaching behavior from aggressive competitors,\u201d Larkin added.<\/p>\n\n\n\n
Take advantage of learning opportunities offered by vendors and solutions partners to be the expert your customers are demanding.<\/p>\u2013 Laura Blackmer, Konica Minolta<\/cite><\/blockquote>\n\n\n\n
Help Wanted<\/strong><\/p>\n\n\n\n
The ability to source and hire quality team members is foremost on many dealers\u2019 minds, including Stargel Office Solutions of Houston. TJ DeBello, vice president of sales, believes the dealer space is taxed by a lack of technically adept prospects.<\/p>\n\n\n\n
\u201cThe trend is concerning when it comes to the qualified technician pool, where the lack of trade schools makes hiring new recruits difficult,\u201d he noted. \u201cWe continue to see hiring to be an obstacle going into 2023.\u201d<\/p>\n\n\n\n
Recruiting talent into the industry has long proven to be a difficult proposition, notes Larry White, president and CEO of Toshiba America Business Solutions. Talks of a possible economic downturn won\u2019t move the needle significantly, he notes, as pundits believe that a recession wouldn\u2019t translate into high unemployment figures.<\/p>\n\n\n\n
Platforms by companies such as Predictive InSight (Shopblocks) or Keypoint Intelligence (UVERCE) are enabling dealers to spin up digital storefronts complete with financing options.<\/p>\u2013 Jennie Fisher, GreatAmerica<\/cite><\/blockquote>\n\n\n\n
\u201cI don\u2019t see the recruiting issues going away in 2023. That means we have to be as diligent as we\u2019ve always been in trying to find good people in our industry,\u201d White said. \u201cWe\u2019ve partnered with a recruiting specialist we use for our group branches, and we\u2019ve also made it available to dealers. It\u2019s an area we\u2019ll need to concentrate on for the foreseeable future.\u201d<\/p>\n\n\n\n
Online Commerce<\/strong><\/p>\n\n\n\n
2022 was a banner year for dealers developing ecommerce pages on their websites, but simplified shopping shouldn\u2019t be the only driving force behind its implementation, notes Laura Blackmer, president of dealer sales for Konica Minolta Business Solutions. Providing education that will enable a dealership to get in on the ground floor of an end-user\u2019s discovery process is essential to conveying value.<\/p>\n\n\n\n
Clark Bugg, Lexmark<\/figcaption><\/figure><\/div>\n\n\n\n
\u201cEcommerce isn\u2019t just about providing a shopping platform. It\u2019s critical to enable customers to do their own online research to learn about your dealership and the products and solutions you offer,\u201d Blackmer said. \u201cIn addition, it will be important to determine your strengths and weaknesses as it relates to vertical knowledge and selling. Understanding the business needs and offering true solutions will set you apart from your competition. Take advantage of learning opportunities offered by vendors and solutions partners to be the expert your customers are demanding.\u201d<\/p>\n\n\n\n
Jennie Fisher, senior vice president and general manager of the office equipment group at GreatAmerica Financial Services, also views ecommerce as a bold opportunity for dealers to address the trend toward increased purchasing options and prospect education as a result of digital buyer trends. To that end, she notes there\u2019s a wealth of tools at the dealer\u2019s disposal to facilitate a project.<\/p>\n\n\n\n
[CPM] provides enhanced security as documents are no longer sitting on a printer unattended, and it also reduces the amount of unnecessary print.<\/p>\u2013 Clark Bugg, Lexmark<\/cite><\/blockquote>\n\n\n\n
\u201cWe expect increased ecommerce adoption as dealers strive to meet modern buyer preferences,\u201d she said. \u201cPlatforms by companies such as Predictive InSight (Shopblocks) or Keypoint Intelligence (UVERCE) are enabling dealers to spin up digital storefronts complete with financing options.\u201d<\/p>\n\n\n\n
Increasing Clouds<\/strong><\/p>\n\n\n\n
The ongoing migration to the cloud by customers and prospects is a major focal point for Blue Technologies of Cleveland. Lauren Hanna, vice president of sales, notes that as companies drift further away from physical servers, print servers remain an obstacle. She feels it behooves the industry to prepare for an increase in \u201cflavor-of-the-day\u201d solutions.<\/p>\n\n\n\n
\u201cWe need to make sure to qualify these solutions and the support model that\u2019s intended for them,\u201d Hanna said. \u201cWe must make sure our technical team has the right tools and training to support these solutions, too. There are advantages to this migration wave, including adding the ability to remotely deploy machines more efficiently.\u201d<\/p>\n\n\n\n
The ability to eliminate dedicated premises-based print servers and employ shared computing power in the cloud will be sought by end-users in the coming year, notes Clark Bugg, director of North America channel sales for Lexmark. That\u2019s why Lexmark\u2019s Cloud Print Management (CPM) is a significant marketing tool for the company, as it allows the end-user to print to the cloud and retrieve only the documents needed at any network printer.<\/p>\n\n\n\n
The industry is changing with the introduction of new technologies, the evolving threat landscape and new risks associated with different industries, products and services.<\/p>\u2013 Preston Woolfolk, DOCUmation<\/cite><\/blockquote>\n\n\n\n
\u201c[CPM] provides enhanced security as documents are no longer sitting on a printer unattended, and it also reduces the amount of unnecessary print,\u201d Bugg notes. \u201cAs a matter of fact, we\u2019ve seen customers that implement CPM reduce their pages by 30%.\u201d<\/p>\n\n\n\n
Security Guidance<\/strong><\/p>\n\n\n\n
One of the more popular topics that seems to weave in and out of the collective conscience is security, with high-profile attacks of major corporations providing periodic spikes in attention to its significance. As phishing and hacking incidents continue to fester, it\u2019s an opportunity for dealers and resellers to demonstrate how they can help clients and prospects mitigate their risks, according to Elliot Williams, director of product marketing, business imaging for Epson America.<\/p>\n\n\n\n
Paul Archer, Automated Business Technologies<\/figcaption><\/figure><\/div>\n\n\n\n
\u201cThis is an area where dealers can be more proficient and proactive, not only in security but in pre-emptively articulating how the products they offer are secure in anticipation of potential threats,\u201d he said. \u201cAnticipating any issues that may arise and proactively offering a solution before it happens is another way dealers can gain confidence from their customers.\u201d<\/p>\n\n\n\n
Echoing that sentiment is Preston Woolfolk, co-president of DOCUmation in San Antonio. Cybersecurity ranks highly in engagements for both clients and prospects, particularly with the creation of more vulnerability points.<\/p>\n\n\n\n
\u201cThe industry is changing with the introduction of new technologies, the evolving threat landscape and new risks associated with different industries, products and services,\u201d Woolfolk said.<\/p>\n\n\n\n
Inflation is creating pressure on wages. Colorado inflation is running at 15.5%.<\/p>\u2013 Paul Archer, Automated Business Technologies<\/cite><\/blockquote>\n\n\n\n
Dan Cooper, CEO of Nashville, Tennessee-based Novatech, believes the trend toward increased A4 utilization will be accompanied by a higher emphasis on print security, providing a significant opportunity for dealers that are adept in the full managed service spectrum.<\/p>\n\n\n\n
\u201cThis will drive enhanced demand for those dealers providing a combined managed print and managed IT offering,\u201d he said. \u201cIn addition, the growing trend of managed print and managed IT acquisitions will only increase in 2023, resulting in accelerated pressure for suppliers in these two channels.\u201d<\/p>\n\n\n\n
Inflation and Interest Rates<\/strong><\/p>\n\n\n\n
Mike Pietrunti, Xerox Corp.<\/figcaption><\/figure><\/div>\n\n\n\n
Not surprisingly, economic trends continue to plague businesses. Paul Archer, CEO of Automated Business Technologies in Centennial, Colorado, notes that the downward pressure inflicted by high interest rates and inflation have cut particularly deep into his state\u2019s business community.<\/p>\n\n\n\n
\u201cInflation is creating pressure on wages,\u201d he said. \u201cColorado inflation is running at 15.5%. We need to increase pay by more than our typical annual increases. Can we pass the payroll expense increases through to customers?\u201d<\/p>\n\n\n\n
High interest rates have led to financing\/leasing rate fluctuations, which adds a wildcard to pricing for resellers, according to Dean Swenson, president of The Swenson Group in Livermore, California.<\/p>\n\n\n\n
RPA is also gaining in popularity as it automates routine back-office processes, freeing up staff to focus on higher-value work.<\/p>\u2013 Mike Pietrunti, Xerox Corp.<\/cite><\/blockquote>\n\n\n\n
\u201cLeasing companies are forced to raise rates at an unprecedented pace and shorten the time period that the rates on an approval will be honored,\u201d Swenson remarked. \u201cThis currently makes, and will continue to make, pricing deals accurately a challenge.\u201d<\/p>\n\n\n\n
Digital Transformation<\/strong><\/p>\n\n\n\n
The push toward digital transformation is a significant movement in the office technology sector. Mike Pietrunti, senior vice president, U.S. multi-brand dealer channel for Xerox Corp., says increased app usage and robotic process automation (RPA) will play huge roles in its growth.<\/p>\n\n\n\n
\u201cWe\u2019ll see more dealers hone in on AI and digital technologies to help customers drive intelligent workflows,\u201d he said. \u201cAs a result, we\u2019ll witness increased use of cost-effective apps that help solve critical workflow issues. RPA is also gaining in popularity as it automates routine back-office processes, freeing up staff to focus on higher-value work.\u201d<\/p>\n\n\n\n
Another area of increasing significance is packaging professional service offerings around supporting applications integrated in the hardware. Melissa Confalone, vice president of sales for Fraser Advanced Information Systems of West Reading, Pennsylvania, notes that copiers now have an abundance of integrated software applications, and break-fix models don\u2019t cover these items.<\/p>\n\n\n\n
\u201cWith the considerable consolidation in the industry over the past several years and the increased demand for professional services to support applications, the future for more advanced dealers who offer both types of services and do them well looks bright,\u201d Confalone said. \u201cThose who aren\u2019t offering advanced services such as this to clients will find themselves at a disadvantage.\u201d<\/p>\n\n\n\n
How do [OEMs] all survive in a marketplace that\u2019s flat at best?<\/p>\u2013 Tyson Johns, Pearson-Kelly Technology<\/cite><\/blockquote>\n\n\n\n
Is it possible that the office technology industry has a glut of manufacturers at its disposal? There are dealers, including Pearson-Kelly Technology (PKT) of Springfield, Missouri, that question the long-term viability in having 10-plus hardware options. Given the market is already pressed from a profitability standpoint, Tyson Johns, director of finance for PKT, is skeptical about the industry supporting such a crowded field in the aftermath of the pandemic and supply chain issues.<\/p>\n\n\n\n
\u201cHow do [OEMs] all survive in a marketplace that\u2019s flat at best?\u201d he wondered. \u201cMy feeling is they don\u2019t, and either they will be bought up for R&D, or they will go away as the copier segment was a small piece of their overall output, anyway. This contracts the differentiators amongst dealers, especially if one of these OEMs use to be a top three.\u201d <\/p>\n","protected":false},"excerpt":{"rendered":"
As we clean up the crumbs of Sociables crackers, meat-and-cheese platters and empty bottles of Pinot Noir, two things are readily apparent. One, the worst of the pandemic is now long gone. Two, the ramifications of COVID-19 are with us, perhaps forever. Take a bow, C-19. You forever changed the world\u2019s views toward employment, causing workers across the globe to job-hop in record numbers and effectively drying out the talent pool (insert your own global warming joke). You\u2019ve decentralized the work space, turning dens, family rooms and kitchen tables into makeshift (now permanent) workspaces. COVID-19 also hastened the downward trend of declining print usage, launching large A3 units into an uncertain future. Supply chains broke and have yet to fully mend. Inflation soars, costs rise, but hopes do not plummet\u2014unless a recession awaits. We move forward together, vacillating between 2023 as a time of challenge and opportunity. In-person events are returning, which means greater opportunity to share more ideas. Supply chain woes are decreasing, and many dealers are mobilizing for mass placements. M&A continues with vigor, symbolizing a period of significant strategy for all industry providers. Diversification and digital transformation portend a brighter and more viable future. Maybe it\u2019s the industry that should take a bow, having endured the worst of business conditions while managing to keep the lights on. There\u2019s a much stronger need for high-capacity scanners due to an acceleration in the digitization of documents as well as the need for cloud solutions that increase productivity related to workflows. \u2013 Bob Burnett, Brother International As we welcome 2023 through optimistic, hopeful eyes, a bevy of experts from across the office technology landscape have provided their views for our annual State of the Industry trends and predictions articles. This article will focus on the myriad of trends that our panel believes bear watching in the new year, and an accompanying predictions article can be found on page 22. Many of these trends aren\u2019t newcomers, but there are one or two (such as decentralized workers) that are newer and poised to remain with us indefinitely. One thing\u2019s certain: all these trends weave together and shape the way we approach the industry, now and for all times. Decentralized Doings As the pandemic continues to fade in our collective rearview mirror, it\u2019s becoming increasingly apparent that companies will continue to embrace hybrid work models. That\u2019s evidenced by the growing number of workplaces implementing flexible work schedules that allow employees to work from home throughout most, if not all, of the week. As such, notes Bob Burnett, director, B2B solutions development and planning for Brother International, there\u2019s a rich opportunity for resellers to provide solutions that speak to the decentralized worker. \u201cBoth in-person and remote employees need to have a similar, seamless experience for full productivity,\u201d Burnett said. \u201cAdditionally, digital transformation continues to dictate the technology trends. There\u2019s a much stronger need for high-capacity scanners due to an acceleration in the digitization of documents as well as the need for cloud solutions that increase productivity related to workflows.\u201d One offshoot of the topic is the degree to which employees have returned to the office. Brent Martin, director of marketing for ARLINGTON, points out that many businesses didn\u2019t resume on-premises operations at pre-pandemic levels, as had been expected. Our aftermarket business hasn\u2019t returned to pre-pandemic levels, and office parking lots aren\u2019t close to full. \u2013 Jim Dotter, Virginia Business Systems \u201cAs companies adapted to working remotely through digital document sharing, these practices have remained in place for most businesses, and print volumes are suffering as a result,\u201d he said. Indeed, reports of companies requiring workers to return to the office have been greatly exaggerated, according to Jim Dotter, president and CEO of Virginia Business Systems (VBS), the sister company of Edwards Business Systems in Bethlehem, Pennsylvania. This is reflected in the markets that VBS serves. \u201cOur aftermarket business hasn\u2019t returned to pre-pandemic levels, and office parking lots aren\u2019t close to full,\u201d Dotter added. Tools that help support remote workflows are especially essential, and one such element that can bolster enterprise content management and document security is the use of RFID readers. John Villegas, vice president of sales for ELATEC Inc., points out RFID readers can ensure the safety and integrity of sensitive data and documents via a single sign-on. There are plenty of things out there to diversify to, especially if you\u2019re not ready to take the plunge into IT services or other products\/services. \u2013 Jason Habbal, Vision Office Systems \u201cRFID readers provide a secure and convenient way to access documents and data, allowing for quick and easy authentication and authorization of users,\u201d Villegas said. \u201cPlus, they enable advanced tracking capabilities and any unauthorized access to be detected and monitored, giving businesses peace of mind. As the world continues to embrace remote working, RFID readers can provide an easy and secure way to access and manage documents and data.\u201d Deign to Diversify The ongoing trend toward reduced print volumes has intensified the call for product diversification among resellers, a movement embraced by Vision Office Systems of Charlotte, North Carolina. Company Vice President Jason Habbal believes industry manufacturers can\u2019t adjust and diversify as quickly as the dealer channel, thus it\u2019s important for the latter to tap into their creativity and resourcefulness in finding adjacencies that dovetail with office needs. UCaaS and digital signage are two prime opportunities, according to Habbal. \u201cWe\u2019ve gone headfirst into digital signage and video walls. I was a little hesitant at first, but it\u2019s become a great revenue source for the company, and our salespeople have done some really cool projects for clients,\u201d he said. \u201cWe are also starting to grow our UCaaS business. It\u2019s important to choose the right partner in the diversification process, and I feel that with Cleartouch, Sharp\/NEC and Intermedia, we\u2019ve achieved that. \u201cThere are plenty of things out there to diversify to, especially if you\u2019re not ready to take the plunge into IT services or other products\/services.\u201d We\u2019re seeing significant growth in automation into the cloud, […]<\/p>\n","protected":false},"author":166,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1641],"tags":[],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/53127"}],"collection":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/166"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=53127"}],"version-history":[{"count":15,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/53127\/revisions"}],"predecessor-version":[{"id":53303,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/53127\/revisions\/53303"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=53127"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=53127"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=53127"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
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