{"id":69941,"date":"2026-06-25T14:55:20","date_gmt":"2026-06-25T21:55:20","guid":{"rendered":"http:\/\/www.enxmag.com\/twii\/?p=69941"},"modified":"2026-06-26T07:26:02","modified_gmt":"2026-06-26T14:26:02","slug":"whither-the-future-of-a3-a4-devices-dealers-talk-buyer-behavior","status":"publish","type":"post","link":"https:\/\/www.enxmag.com\/twii\/feature-articles\/2026\/06\/whither-the-future-of-a3-a4-devices-dealers-talk-buyer-behavior\/","title":{"rendered":"Whither the Future of A3\/A4 Devices? Dealers Talk Buyer Behavior"},"content":{"rendered":"\n
\"\"<\/figure><\/div>\n\n\n\n

We\u2019re living in interesting times, when long-term projections are increasingly more difficult to forecast with any confidence. Economic variables are far too volatile. Technical assessments\u2026good luck there. If you\u2019re addressing the state of AI based on data from three months ago, you\u2019re risking obsolescence. Caveats abound with any predictions that are more audacious than what is for dinner tomorrow.<\/p>\n\n\n\n

That\u2019s not to say we can\u2019t try. Besides, we\u2019re wrapping up our June State of the Industry report on A3 and A4 MFPs, a topic that causes the audience to drone in unison, \u201cthree to five percent decline per year.\u201d Our dealer community isn\u2019t Pollyanna when it comes to the future of MFPs, nor is it holding hands as it approaches the frightening furnace, like Woody, Buzz and friends in “Toy Story 3.”<\/p>\n\n\n\n

The office dealer historically has always been about meeting the customer where it is, from adding machines to typewriters to multi-function devices. Something else will certainly come along; for now, the furnace is still a good way\u2019s away. Our dealer panel offers its thoughts on what shifts the next few years may bring.<\/p>\n\n\n\n

\"\"
John Hastings,
Loffler Companies<\/figcaption><\/figure><\/div>\n\n\n\n

One shift projected by John Hastings, executive vice president of sales and service for Loffler Companies, is moving from device-centric buying to experience- and outcome-driven buying. Instead of model numbers, clients will gravitate toward predictable costs, security assurance, IT\/cloud platform integration and proactive service\/analytics.<\/p>\n\n\n\n

\u201cDealers who connect A3\/A4 to broader business value will win,\u201d Hastings said. \u201cThose who rely on legacy talk tracks will struggle.\u201d<\/p>\n\n\n\n

Staying Pliable<\/strong><\/p>\n\n\n\n

\"\"
Matthew Salzano,
Network Digital Office Systems<\/figcaption><\/figure><\/div>\n\n\n\n

Another dealer exec who anticipates device-driven decisions giving way to outcome-based strategies is Matthew Salzano, vice president of Network Digital Office Systems. Factors such as security, flexibility, and total cost of ownership will carry significantly more weight than traditional specifications, he added.<\/p>\n\n\n\n

A growing demand for adaptability is also impacting the MFPs\u2019 future. \u201cOrganizations want print environments that can scale up or down as their needs evolve, rather than being confined to rigid, one-size-fits-all structures,\u201d he added. \u201cDealers who can provide ongoing insight, flexibility, and proactive optimization will be best positioned to succeed in this evolving landscape.\u201d<\/p>\n\n\n\n

\"\"
Melissa Confalone, Fraser
Advanced Information Systems<\/figcaption><\/figure><\/div>\n\n\n\n

Add Melissa Confalone to the list of dealer exec prognosticators who sees outcomes driving buyer behaviors. The president of Fraser Advanced Information Systems points out that customers are emphasizing predictable costs, uptime and solutions that align with their broader IT strategy rather than focusing on individual devices.<\/p>\n\n\n\n

\u201cPrint is no longer a standalone decision; it\u2019s becoming part of a more integrated approach that includes workflow automation, security, and overall business efficiency,\u201d she added. \u201cOrganizations want solutions that fit seamlessly into how their teams work, not just hardware that performs a single function.\u201d<\/p>\n\n\n\n

AI Prep<\/strong><\/p>\n\n\n\n

\"\"
Joe Blatchford, Image 2000<\/figcaption><\/figure><\/div>\n\n\n\n

 Today\u2019s buyers, driven by the rise of AI, have become more sophisticated, notes Joe Blatchford, CEO of Image 2000. Having the ability to access pricing, specifications and side-by-side comparisons almost instantaneously is adding a degree of difficulty for sales reps and evolving their role, he believes.<\/p>\n\n\n\n

\u201cIt will become more challenging to differentiate based solely on product knowledge,\u201d Blatchford noted. \u201cMoving forward, success will depend on delivering strategic insight, workflow expertise, and measurable business outcomes rather than simply presenting hardware options.\u201d<\/p>\n\n\n\n

\"\"
J.D. Sullivan, Image Matters<\/figcaption><\/figure><\/div>\n\n\n\n

A healthy mixture of A3s and A4s will continue to populate office clients, in the eyes of J.D. Sullivan, president of Image Matters. Even while the mix may skew toward A4, the diverse MIF population enables end-users to maintain budgetary consistency, and Sullivan doesn\u2019t anticipate that changing in the near future. What\u2019s more, A4 units are service-friendly, with lower call ratios and impressive first call repair percentages. Doctor\u2019s offices and health care facilities represent optimal opportunities.<\/p>\n\n\n\n

\u201cDoctor\u2019s offices have big copiers behind the front desk,\u201d he said. \u201cEverything is printed at the front desk and the nurse\u2019s stations. They\u2019re pounding A4s all day long. Somebody is earning that revenue. As dealers, we\u2019re best prepared to handle that, not IT companies or VARs. I see more and more clients migrating to a hybrid A3\/A4 solution.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"

We\u2019re living in interesting times, when long-term projections are increasingly more difficult to forecast with any confidence. Economic variables are far too volatile. Technical assessments\u2026good luck there. If you\u2019re addressing the state of AI based on data from three months ago, you\u2019re risking obsolescence. Caveats abound with any predictions that are more audacious than what is for dinner tomorrow. That\u2019s not to say we can\u2019t try. Besides, we\u2019re wrapping up our June State of the Industry report on A3 and A4 MFPs, a topic that causes the audience to drone in unison, \u201cthree to five percent decline per year.\u201d Our dealer community isn\u2019t Pollyanna when it comes to the future of MFPs, nor is it holding hands as it approaches the frightening furnace, like Woody, Buzz and friends in “Toy Story 3.” The office dealer historically has always been about meeting the customer where it is, from adding machines to typewriters to multi-function devices. Something else will certainly come along; for now, the furnace is still a good way\u2019s away. Our dealer panel offers its thoughts on what shifts the next few years may bring. One shift projected by John Hastings, executive vice president of sales and service for Loffler Companies, is moving from device-centric buying to experience- and outcome-driven buying. Instead of model numbers, clients will gravitate toward predictable costs, security assurance, IT\/cloud platform integration and proactive service\/analytics. \u201cDealers who connect A3\/A4 to broader business value will win,\u201d Hastings said. \u201cThose who rely on legacy talk tracks will struggle.\u201d Staying Pliable Another dealer exec who anticipates device-driven decisions giving way to outcome-based strategies is Matthew Salzano, vice president of Network Digital Office Systems. Factors such as security, flexibility, and total cost of ownership will carry significantly more weight than traditional specifications, he added. A growing demand for adaptability is also impacting the MFPs\u2019 future. \u201cOrganizations want print environments that can scale up or down as their needs evolve, rather than being confined to rigid, one-size-fits-all structures,\u201d he added. \u201cDealers who can provide ongoing insight, flexibility, and proactive optimization will be best positioned to succeed in this evolving landscape.\u201d Add Melissa Confalone to the list of dealer exec prognosticators who sees outcomes driving buyer behaviors. The president of Fraser Advanced Information Systems points out that customers are emphasizing predictable costs, uptime and solutions that align with their broader IT strategy rather than focusing on individual devices. \u201cPrint is no longer a standalone decision; it\u2019s becoming part of a more integrated approach that includes workflow automation, security, and overall business efficiency,\u201d she added. \u201cOrganizations want solutions that fit seamlessly into how their teams work, not just hardware that performs a single function.\u201d AI Prep  Today\u2019s buyers, driven by the rise of AI, have become more sophisticated, notes Joe Blatchford, CEO of Image 2000. Having the ability to access pricing, specifications and side-by-side comparisons almost instantaneously is adding a degree of difficulty for sales reps and evolving their role, he believes. \u201cIt will become more challenging to differentiate based solely on product knowledge,\u201d Blatchford noted. \u201cMoving forward, success will depend on delivering strategic insight, workflow expertise, and measurable business outcomes rather than simply presenting hardware options.\u201d A healthy mixture of A3s and A4s will continue to populate office clients, in the eyes of J.D. Sullivan, president of Image Matters. Even while the mix may skew toward A4, the diverse MIF population enables end-users to maintain budgetary consistency, and Sullivan doesn\u2019t anticipate that changing in the near future. What\u2019s more, A4 units are service-friendly, with lower call ratios and impressive first call repair percentages. Doctor\u2019s offices and health care facilities represent optimal opportunities. \u201cDoctor\u2019s offices have big copiers behind the front desk,\u201d he said. \u201cEverything is printed at the front desk and the nurse\u2019s stations. They\u2019re pounding A4s all day long. Somebody is earning that revenue. As dealers, we\u2019re best prepared to handle that, not IT companies or VARs. I see more and more clients migrating to a hybrid A3\/A4 solution.\u201d<\/p>\n","protected":false},"author":166,"featured_media":69952,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1650,82,87,1638],"tags":[2738,3926,919,560,4701],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/69941"}],"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=69941"}],"version-history":[{"count":4,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/69941\/revisions"}],"predecessor-version":[{"id":69955,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/69941\/revisions\/69955"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media\/69952"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=69941"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=69941"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=69941"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}