Operating in an environment featuring not only the widespread consolidation of dealers, but also the convergence of channel suppliers, makes these interesting times indeed for those charged with marketing to the space. Add to that the rapidly growing sophistication level of customer needs, a substantial spike in demand for end user document accuracy and security, and an increasingly stratified set of both customers and product categories, and the segment is anything but dull today.

Three frontline experts from the dealer, supplier and remanufacturing perspectives with a clear market purview share their take here on today’s rapidly evolving customer, significant sector changes that impact marketing, and winning formulas to meet key customer needs in the immediate term.

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