Category: All Covered

Are You Touched by CCPA?

Pat McGrew
Jan 2, 2020

You might be surprised at how much data is flowing through your company. Accounting data, bank accounts, EDI accounts, names and addresses are all data. In the eyes of the State of California that data is now subject to the California Consumer Privacy Act  (CCPA) and it poses some challenges companies doing business in California, but also companies who do business with constituents in California.

Let’s start with the baseline. CCPA only applies to companies that earn more than $25 million in gross revenue. The other hurdle is that it applies to companies who have data on more than 50,000 people or who earn more than 50 percent of their revenue from selling (or bartering or exchanging for advertising) consumer data. For every company that meets these criteria there are myriad paths to compliance. In fact, because the law is so new, there is some disagreement on who has to comply and how.

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Pitney Bowes Slices Off More Software – SyncSort is the Beneficiary

Marc Mascara
Sep 5, 2019

As Pitney Bowes adds to the Syncsort arsenal of software solutions with the recent acquisitions of SQData and Pitney Bowes Software solutions, the company looks to focus on its core business in the mail and shipping space. Just a few weeks after announcing a cash dividend of $0.05 per share, Pitney embarked on a move that would help the company pay down its near-term debt as it comes to maturity.

On August 26th Pitney announced its intention to shed the bulk of its Software Solutions business for nearly $700M in cash to Syncsort. Pitney looks to maintain their hold in their current markets they serve by refocusing on the client experience for companies that mail and ship by taking out process complexities. By shedding its software business Pitney is continuing its initiative to streamline operations and reduce its overall spend. Performance of Pitney’s software business has been lagging, pointing to a reduction in YOY renewals and an overall reduction in new clients. Pitney notes that one of their key strategies for growth is to increase shareholder value. Over the past few years, Pitney has divested many technologies, including its (DMT) Document Messaging Technologies (now BlueCrest) and their European SMB business.

As Pitney looks to reinvigorate its core focus on mail and shipping, we expect the partnership with the USPS to continue and grow. That said, there is a close watch at how the current and ever-changing US trade war with China will impact Pitney’s bottom line due to its growing business handling parcels from China. With the impending sale to Syncsort and the expected trade war impact, Pitney has adjusted its 2019 earnings forecast down from a range of $.90 / $1.05 to $.65 / $.75 respectively with full-year revenues in the 1 to 2 percent range.

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Konica Minolta Acquires MWA Intelligence

Christine Dunne
Jul 11, 2018

On July 2, Konica Minolta Business Solutions U.S.A. announced the acquisition of MWA Intelligence (MWA)—a provider of enterprise resource planning (ERP) software for the imaging channel. Scottsdale, Arizona-based MWA offers the FORZA ERP solution, which is built on SAP Business One.

The platform provides visibility and control over a variety of business operations, including accounting and finance, sales and customer management, inventory and distribution, purchasing and operations, service and mobility, and reporting and administration. It has an open architecture, and can be customized by dealers for various functions and industries.

MWA employees will join All Covered, Konica Minolta’s IT services division.

Acquisition in context

ERP software helps businesses manage their core business processes, often in real-time and with the goal of operating more efficiently and effectively. The global ERP market is valued at approximately $34 billion; market leaders include companies like SAP, Oracle, Microsoft, and NetSuite.

Of course, the imaging channel represents just a fraction of this opportunity. Within the United States, for instance, about 2,200 office equipment dealerships are in operation—including about 600 with branch locations.

These dealers often use ERPs like Compass Sherpa and E-Automate, or internal systems, to manage their business. Considering that declining profit margins are considered a top threat to indirect office equipment vendors (dealers and resellers included) in both the United States and Western Europe, it is clear that an ERP can provide valuable insight into opportunities for operational improvement.

What are the three biggest threats to your business based on shifts in the industry?

Source: Office Channels Survey (Keypoint Intelligence-InfoTrends, 2017) Read more »

Print17 – First Take

Pat McGrew
Sep 21, 2017

by Marc Mascara and Pat McGrew

PRINT 17 made timely return to Chicago as multiple hurricanes impacted the southern United States. Roughly 20,000 attendees had the chance to learn from this year’s display of innovation and technology from over 450 exhibitors. The top five vendors remained the same, with only slight changes in booth sizes and rankings, but there was a renewed excitement with more hands-on equipment demonstrations and theatre presentations.

Print 17 Size Table

While PRINT is not a packaging, label, or wide format show, all major vendors were talking about these applications alongside solutions for enterprise and commercial print. It is a big decision to bring hardware to a show, yet a significant number of presses, toner and inkjet, along with finishing solutions were on the show floor.

A focus on print quality resonated throughout the show floor with announcements of new and improved inks, color management and automated calibration systems. Exhibitors such as SCREEN and Xerox are bringing to market ink formulations that enable offset-like quality on standard paper stocks, broadening the debate regarding pre-treatment of paper for InkJet presses. The emergence of inksets and priming solutions for offset stock continues to grow causing end users take note of potential lower costs that give them alternative paths to the print quality their customers demand. While not yet a trend, it will be interesting how ink and priming options play out as a factor in the overall equipment purchasing decision.

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Huawei and Leica Partner to Reinvent Mobile Photography

Carrie Sylvester
Feb 25, 2016

logos2What’s the News?

Huawei and Leica Camera AG announced that they have entered into a strategic partnership to reinvent smartphone photography. The companies used some very interesting and rather untraditional wording in their press releases; embracing a more holistic sound and approach. Huawei’s press release spoke about combining a shared ethos in a long-term commitment to the art of craftsmanship, meticulous engineering, and the spirit of winning collaboration to create a powerhouse that will reinvent smartphone photography. These are no small promises, particularly since neither of these companies are household names in the United States! That said, the companies are major players in their respective markets and geographies. Read more »

Ricoh and Sharp Announce New Plans to Bring IT Services to the Channel

Brendan Morse
May 1, 2015

 

Ricoh Americas Corporation and Sharp Imaging and Information Company of America (SIICA) announced new additions to their channel programs this week; both targeted to help their dealers provide IT services.  Ricoh’s program named CHAMPS will offer what is being branded as Cloud IT Services, which will be available exclusively for Ricoh Family Group dealer partners in the US. This is made possible through Ricoh’s 2014 acquisition of mindSHIFT. Sharp is going the partnership route by naming Continuum, a channel-only IT platform and services provider, as a Strategic Alliance Member. While not exclusive, this is the first such partnership between an OEM and a company like Continuum in the US.

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Konica Minolta Acquires Copytronics Information Systems

David Ramos
Jun 5, 2014

Will report to 2013 acquisition CopySource President and Chief Sales Officer Tim Marshall, demonstrates continued focus to strategic investments.

In June of 1972, Paul Shields moved his family to Jacksonville, Florida. With $1,500 to invest, a fresh contract for a copier dealership in his pocket that still had a signature with wet ink from his pen, Paul created Copytronics, Incorporated. With one employee and through hard work, dedication and a lot of late nights, he managed to sell $150K in sales revenue during the first year. After you factor the rate of inflation, that $150K would be roughly the equivalent to $838K in revenue in 2013 US Dollar value. That is some impressive productivity! Read more »

Canon Looks to Maintain Base with Eye Towards the Future – Dex Imaging Opening Canon Only Branches?

David Ramos
Dec 12, 2013

I could have very well titled this “Industry Consolidation and the Ripple Effects” given the nature of the chess match being played out between two industry titans. Canon in one corner, looking to regain momentum (Canon’s loss of market share has been well documented with acquisitions of IKON Office Solutions to Ricoh – $1.62 billion, Global Imaging Solutions to Xerox – $1.5 billion and Danka to Konica Minolta – $240 million, couple this with the mixed result of their CBS Direct Operations the impact is measurable and the desire to win it back is understandable) and in the other corner, Konica Minolta, the current King of the independent dealer community.  Ask an independent dealer owner about what they like about partnering with Konica Minolta and why they have made such a surge in revenue and units, and the first answer is Rick Taylor and his leadership, what follows next from their mouths varies but it is typically like an evangelist giving testimony at a revival.

For those that do not know, Dex Imaging is one of the largest independent dealers in the United States with annual revenues approaching $150M (it’s probably safe to say will have superseded that mark by the close of 2013).  Their plan is to reach $250 million in annual revenue by 2016 and they have 26 locations in Florida, Tennessee, Maryland, Alabama and Mississippi.  They made two acquisitions in the Florida market, both announced in May of this year.  In the May press release announcing the acquisitions, Dex Imaging called itself the single largest- and fastest-growing independent dealer of Konica Minolta and Kyocera document imaging equipment in the U.S.

Dex Imaging Acquisitions 2013

1. TonerType, LLC
2. U.S. Imaging Solutions

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Konica Minolta Makes a Move and Continues with Acquisitions as a Business Strategy

David Ramos
Dec 10, 2013

Konica Minolta Business Solutions U.S.A., Inc. today announced that it has acquired CopySource Inc., a business solutions dealership headquartered in Coral Springs, Fla., to increase Konica Minolta’s reach in the southeast Florida.

In addition to today’s announcement, Florida has been a hotbed of acquisitions in the past 24 months from OEMs, Independent Dealers and IT firms all positioning for growth.

InfoTrends Channel Strategy Service Data

State of Florida Acquisitions - Click to Enlarge Image

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