Selling Color Consumables is Competitive
by Craig Berosh · Recharger Magazine · May 1, 2008 - page(s): 67-79
As it turns out, aftermarket imaging supplies companies are more similar than different.
Whether set up as a sole proprietorship with a few employees and less than $100,000 in annual revenue or a multimillion-dollar corporation with a few thousand workers, respondents to Recharger Magazine’s annual Business Development Survey — in more instances than not — are in agreement. The most respondents see the most growth in selling color consumables, especially color laser consumables, to midsized businesses. The most respondents also see the marketplace for selling these products to these customers as crowded and competitive, and the most respondents could use assistance with sales and marketing in achieving their company’s goals for growth.
To get a better perspective of this “agreement,” survey respondents can be placed into three groups based on annual revenue last year: companies with annual revenue of less than $100,000, from $100,000 to $999,999, and $1 million or more. As the chart below shows these three groups see many of the same growth opportunities in product and customer segments. These three groups (which we can call small-, medium- and large-revenue companies) also have much in common when it comes to the obstacles to capitalizing on the same growth opportunities.
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