Holding on to Your Customer Base by "Marking Your Territory"

It's becoming clear that offices are not producing the copy and print volumes they once did.

Doc agrees with Jim D'Emidio, writing in The Week in Imaging that print volume is likely to continue its decline in most office settings.

It's becoming clear that offices are not producing the copy and print volumes they once did.  The ubiquitous memo that was once copied and distributed to all relevant parties within an organization is now delivered electronically as a PDF document.  As a younger, more "digital-ready" generation enters the workforce, one that has become accustom to consuming, producing and editing information electronically, print volumes will continue to decline. Factor in the accelerated adoption of iPad's and tablet computers and the future doesn't look as bright for those who depend on the printed page to keep the business running.

The decline in print volumes is not going to reverse, at least in our opinion, however there are new business opportunities that dealers are well-positioned to capture if they take a proactive approach in modifying their business model.

So what does Jim recommend a supplier do to hold on to its customer base? His suggestion is simple: "mark your territory." You'll have to read more to see what he has actually has in mind!