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New report released on US office products dealers

Views:0     Author:Andy Braithwaite     Publish Time: 2016-08-25      Origin:https://www.opi.net/business/independent-resellers/new-report-released-on-us-office-products-dealers/

OPI and Martin Wilde Associates (MWA) have released the first of two highly-anticipated reports that focus on the office products independent dealer channel.

The US version of The Phoenix Report has just been published – the fruit of approximately 200 interviews with office products dealers as well as six in-depth interviews with leading wholesalers and dealer groups.

Here is a glimpse of some of the findings:

As many as two-thirds of the 200 dealer respondents reported that their revenues had increased in 2015 (38% claimed that these had grown by more than 6%), while only 25% of respondents stated that their revenues had decreased, with the majority of these (17%) claiming that the decline had been 6% or less.

The main reasons given for increasing revenues in 2015 were sales of adjacent categories to existing customers (ie range extension) (62%) and sales to new customers (ie taking market share) (61%). Around a third also cited increased sales of core OP (34%) and services (30%) to existing customers.

Overall, dealers are very positive about 2016: again, two-thirds (67%) of these respondents expect their revenues to increase in 2016, with 31% predicting that these would grow by more than 6%. Conversely, only 15% of respondents believe that their revenues will decrease in 2016, with more than half of these (8%) forecasting that the decline will be 6% or less.

The Phoenix Report is available for purchase and more details, including a table of contents, can be found here

The UK version of the report will be published in early October.

London, UK

Andy Braithwaite, 25 August 2016


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