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The office equipment industry is undergoing a significant transformation, with traditional sales models giving way to new as-a-service offerings. Here’s how three forward-thinking dealers are leading the charge, each with their own unique approach to the as-a-service revolution.
The first dealer, located in the Midwest, saw the writing on the wall early. As businesses began to demand more flexibility and scalability in their operations, this dealer saw an opportunity to shift away from simply selling copiers and printers. Instead, the dealer began bundling these devices with a comprehensive document management service.
“We realized that companies didn’t just want a machine – they wanted a solution,” the dealer explained. By offering a package that included hardware, cloud-based document storage, and ongoing maintenance, the dealer was able to create a steady revenue stream while providing customers with a predictable monthly cost.
This dealer’s move to an as-a-service model paid off. Not only did it help stabilize revenue through subscription-based payments, but it also opened the door to offering additional services like IT support and cybersecurity solutions, all under the same umbrella. “We’ve seen our margins increase as customers appreciate the convenience and value of a complete, managed solution,” the dealer noted.
On the West Coast, another dealer found success by integrating smart technology into its as-a-service offerings. This dealer focused on automating office workflows and enhancing efficiency for clients, packaging advanced printers and copiers with AI-powered software that could manage everything from document routing to predictive maintenance.
“We wanted to go beyond just selling equipment,” the dealer said. “By adding software that could automate tasks and monitor device health remotely, we created a service that not only saves our clients time and money but also keeps them coming back.”
The bundled services allowed this dealer to charge a premium, significantly boosting their margins. Clients were willing to pay more for the advanced features and the peace of mind that came with knowing their equipment was always running optimally. As the dealer put it, “Our customers see the value in the long term. They’re investing in efficiency, not just hardware.”
The third dealer, operating in the Northeast, took a different approach by focusing on niche markets. This dealer identified industries that required highly specialized equipment, such as legal firms and healthcare providers, and tailored their as-a-service offerings to meet these demands.
“We realized that one-size-fits-all didn’t work for our clients,” the dealer explained. “By customizing our packages to include specific software, regular compliance updates, and even industry-specific IT support, we were able to offer something our competitors couldn’t.”
This targeted approach allowed the dealer to command higher prices, as clients valued the specialized service and the dealer’s deep understanding of their industry. “We’re not just selling products; we’re selling expertise and peace of mind,” the dealer said. The result was a loyal customer base and a steady increase in profitability as more businesses turned to the dealer for their tailored solutions.
These three dealers, each with their own approach to the as-a-service model, are proof that innovation and adaptability are key to thriving in the modern office equipment industry. By moving beyond traditional sales and embracing bundled, high-margin offerings, they’ve been able to meet the evolving needs of their customers while driving significant growth.
As more companies seek flexible, scalable solutions to manage their office environments, dealers that continue to innovate will find themselves well-positioned for success.
Whether it’s through comprehensive document management, smart technology integration, or customized niche solutions, the future of office equipment lies in offering more than just products – it’s about delivering value through service.
If your dealership is working to win more opportunities with as-a-service models, LEAF is here to help with flexible solutions that can help you bundle offerings, enhance customer experiences, and drive higher margins.
