How did you get into the industry?

A friend of a friend introduced me to a successful copier sales rep who encouraged me to interview for his position at his former employer as he was retiring.

What’s New in the Business or in the Franchise Model?

Technological Innovations:

  • Cloud and Mobile Integration: Modern MFPs now integrate seamlessly with cloud services and mobile devices, allowing users to print and scan directly from smartphones or cloud storage. This enhances flexibility and efficiency. (FISHER’S TECHNOLOGY)
  • Artificial Intelligence (AI) and Automation: AI and automation streamline tasks like file management and device maintenance, increasing productivity and reducing manual intervention. (STP TEXAS)
  • App Ecosystems: Manufacturers are creating app ecosystems for MFPs, enabling users to customize workflows, access cloud storage, and even perform editing tasks directly on the device. (STP TEXAS)
  • Enhanced Security Features: Advanced security measures like user authentication, data encryption, and secure printing protect sensitive information and ensure compliance with data protection regulations. (AIS NOW)
  • Sustainability Efforts: MFPs now feature eco-friendly designs, including energy-saving modes, automatic duplexing, and improved ink and toner technologies, reducing both environmental impact and operational costs. (FISHER’S TECHNOLOGY)

Market Growth:

  • The global printer and copier market is projected to grow at a compound annual growth rate (CAGR) of 0.83% from 2024 to 2029, reaching $10.2 billion by 2029. (Statista)
  • The printer market size is expected to reach $75.37 billion by 2032, growing at a CAGR of 4.8% over the same period. (Straits Research)

Franchise Model Developments:

  • Consolidation and Acquisitions: Companies are expanding through acquisitions and partnerships, enhancing services and market reach.
  • Service Diversification: Franchisees are broadening their services to include managed print services, IT support, and document management solutions, adapting to evolving business needs and creating new revenue streams.

Where do you see opportunities or challenges for the franchise/business moving forward?

Opportunities:

  • Copiers and printers remain essential to businesses, with vendor agreements favoring sellers.
  • Leasing and financing mechanisms remain unchanged, benefiting sellers.
  • There is a strong market for outsourcing copier consulting services to businesses seeking transparency and cost savings.

Challenges:

  • Brand awareness for franchisees is a key hurdle.
  • Rapid sales activity is required to establish credibility in a competitive industry.

What is your goal for the business moving forward?

To exceed the proforma. Ideally, we’d like to have one franchisee for every copier/printer sales rep across the country. Current estimates suggest there are 14,000–19,000 resellers nationwide.

What was your most difficult moment at the franchise business?

Being patient. It truly is a virtue and something I need to work on every day.

Talk to us about training and support. How do you deliver?

We have a well-defined sales and marketing strategy outlined in our Operations Manual, but we emphasize simplicity. Using the KISS method, we focus on:

  • Understanding the client’s business needs.
  • Acting as a subject matter specialist.
  • Guiding clients through vendor selection, saving them time and money.

Training is delivered via phone calls, Loom videos, Zoom meetings, and in-person sessions.

What is your franchise fee structure?

  • Initial fee: $50,000
  • Royalty: 10%
  • Advertising fee: 5%
  • Promotional fee: 2%

What is your territory definition?

  • 5,000 organizations per territory.
  • One A3 copier/printer MFP exists for every five employees.
  • 33% savings translates to $1,782 – $14,850 in revenue per case.

What does a day in the life of a franchisee look like?

  • Daily activity goal: 40 outreach attempts.
  • Networking, calls, emails, and in-person meetings.
  • CRM documentation and contract tracking.

Who is the ideal franchise candidate?

The ideal candidate is professional, hardworking, and willing to leverage prior skills. They should be bold, accountable, and passionate about helping clients.

Please share some of your success stories and failures.

Success Stories:

  • California Hospital saved $1.1M on 3,600 devices.
  • South Carolina Medical Facility saved $456,000 on 399 devices.
  • A private school saved $111,000 on 31 devices.

Failures:

  • Clients refusing to pay for services led to contract updates.
  • Legal disputes cost over $40,000 in losses.

What goals do you have for the franchise model in the future?

  • Exceed proforma expectations.
  • Create residual income.
  • Explore potential sales to investor groups.

Thank you to Al Kietzmann for conducting this interview. For more information about the Copier Consulting franchise opportunity, visit their franchise page at Copier Consulting Franchise.