As customers become increasingly knowledgeable about the availability of alternative products, loyalty to legacy suppliers falls way down the pecking order.
Print volumes are declining, therefore the demand for high-volume output devices is also declining.
While few expect office printing to ever be entirely eliminated, many resellers have been slow to recognize changes in work practices and the impact these have on the need for the traditional equipment that underlies their legacy business model.
An increasingly mobile workforce has a completely different set of requirements to those associated with corporate offices and central print stations!
The Pull Economy
Consumers have access to unlimited sources of information which they now turn to for the purposes of educating themselves about alternatives their legacy sales representative may have preferred they didn't know about.
- Pre-qualify potential sellers
- Negotiate from a position of strength
- Seek value over loyalty to legacy suppliers
As consumers become better educated about the availability of different alternatives this knowledge plays into the hands of resellers with the most compelling value proposition.
- The lowest total cost of ownership
- Flexible service propositions
- Elimination of friction points
Consumers will not tolerate being offered yesterday's solution for tomorrow's business environment which means the end of yesterday's business solution is finally on the horizon.
- Efficiency and choice
- Maintaining control of the spend
- Access via mobile devices
Why are independent resellers reluctant, or unable, to respond to changing customer needs?
The Value Proposition
The change from a "push" to "pull" economy
How changes in work practice affect resellers
The Technology Solution
Legacy systems were designed for yesterday
The drive for efficiency while maintaining control
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