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LEAF Commercial Capital, Inc., a subsidiary of M&T Bank.
The need for office technology businesses to diversify isn’t anything new. But thanks to the extraordinary changes over the past two years, leveraging new revenue opportunities has taken on fresh urgency for dealer principals looking for growth. But choosing the right opportunities to go after and staging a successful market entry? That’s become more challenging too.
Driving Growth With
Old Standbys and New
Profit Centers
Here’s how we helped a dealer sort out the options and package an affordable bundle combining traditional MPS and data security solutions, which is a rising concern for customers everywhere.
The Challenges
Declining clicks and revenues amid a pandemic-accelerated shift from print to digital
Quickly evolving customer needs driven by remote work and a changing business environment
Increased urgency to diversify product/service offerings to drive revenue
Entrenched customer perception of the business as a copier dealer
Customers overwhelmed by the need to adapt to a new business landscape in the face of extraordinary pressure on cash and budgets
Concern over whether their finance partnerships could support the office technology business’s diversification efforts in a way that reduced buying friction while supporting successful market entry and expansion
The Solution
During a strategy conversation, LEAF’s team shared research with the dealer principal showing that traditional office technology is often only a small part of total project spend
LEAF and the dealer principal reviewed data to identify the solutions most likely to be acquired from another provider immediately after doing business with an office technology dealer
Based on the research, LEAF and the dealer principal determined that high-margin security solutions were the best candidate for expanding the dealer’s offering, provided that concerns around marketing the offering and making it affordable were addressed
LEAF worked with the dealer principal to create a bundled finance solution that included MPS, plus security hardware, software, services, and other solution costs for one affordable monthly payment
LEAF marketing support services also created a campaign that leveraged customer confidence in the dealer as an established MPS provider to generate interest in the dealer’s new bundled security offering
The Result
The office technology dealer is currently seeing sales growth and increased revenues driven by its bundled MPS and security solution offering. The dealership has also been successful in helping customers see it as more than a source of traditional office products. With the help of LEAF’s finance and marketing support teams, the dealer is winning more business now and positioning for long-term competitive strength as the marketplace needs continue to evolve.
Uncertainty around demand, ROI, and feasibility of available diversification opportunities
