By Staff Writer | April 15, 2025
Konica Minolta Business Solutions U.S.A. recently rolled out a new dealer agreement and hosted a press event to explain the changes, but the move is drawing more questions than applause from those in the know. In a tightly controlled virtual “presser” with select trade press and analysts, the company touted its fresh strategy aimed at bolstering dealer competitiveness. Critics, however, say the event had all the hallmarks of scripted PR and little room for transparency.
Media Managed, Questions Avoided
Industry veteran Ray Stasieczko was quick to call out the curated nature of the press call, accusing Konica of only inviting media who wouldn’t challenge the narrative. “They’re not looking for insight,” he said. “They’re looking for stenographers.”
Stasieczko provided a breakdown of the event, using an ENX Magazine article as his framework while annotating the content with his own commentary and questions.
The Contract Causing a Stir
The new dealer agreement eliminates traditional geographic protections and allows dealers to operate outside their historical territories as long as they have certified technicians in those regions.
While it appears to promote flexibility, Stasieczko believes this could signal that Konica is preparing to exit its direct business altogether. He speculates the company may be getting ready to offload its U.S. branches to a mega dealer like DEX Imaging, which previously acquired 10 branches in 2021.
“The timing is suspect,” he said. “The old agreement ends in June. That’s when the last big sell-off happened.”
A Quiet but Powerful Clause
The new agreement includes a 90-day termination clause without cause. Konica insists the clause is routine and unlikely to be invoked, but skeptics see it differently.
“It’s a parachute,” Stasieczko warned. “Not for dealers, but for the buyer of the company.”
ITP: Years Late
Also announced was an Inter-Territorial Program (ITP) that streamlines service for national customers. Dealers will now have access to a unified pricing and coordination portal for accounts across multiple locations.
“This should’ve been standard years ago,” said Stasieczko. “It’s not innovation. It’s catching up.”
Tariffs, China, and Lingering Questions
Konica mentioned moving away from Chinese manufacturing in light of tariffs but made no mention of a 2019 partnership with Ninestar, a Chinese firm banned under the Uyghur Forced Labor Prevention Act.
Stasieczko has repeatedly questioned whether Konica is still sourcing from Ninestar or its subsidiaries and why the company has remained silent on the topic. “If you’re going to talk about tariffs, talk about all of it,” he said.
A Strategic Shift or Exit Strategy?
Konica claims this is about modernization and positioning for the future. Stasieczko disagrees. He argues the changes are designed to make the company more attractive for acquisition or liquidation, and that the real beneficiaries are private equity groups or mega dealers, not the existing partner network.
“Look closely,” he said. “This isn't about helping dealers. It’s about setting up a clean exit.”
Final Thoughts
As the imaging industry continues its contraction, the Konica Minolta dealer agreement is less of a contract revision and more of a canary in the coal mine. For dealers, it may be time to look beyond the press releases and prepare for a market that’s about to change. Again.
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