The national accounts arena represents an area of particular promise for IKON. The core target of this market is the Fortune 500 and large global
and private companies—organizations of enormous scale, in diverse locations, with complex document needs. IKON is among a small circle of competitors
that can serve this customer profile effectively, and its advantages to a national organization are considerable: a team of service professionals
7,000 strong, one of the broadest product portfolios in the business, and robust on-site and off-site managed services and professional services
capabilities. In fact, this is a combination no single rival can equal. Yet historically, IKON’s penetration of the national accounts market has
been relatively modest, leaving the potential for significant gains.
IKON is moving forcefully to win new market share in this segment through its National Account Program and is experiencing real success. At the end of
Fiscal 2004, national accounts totaled 165, up from just 16 three years ago, producing a revenue increase from new contracts of 87 percent over 2003.
A team of more than 40 IKON national account representatives focuses on this area, employing a strategic approach. This means profiling each organization’s
needs, size, and buying criteria and developing responsive solutions. One national account case study after another shows IKON achieving cost savings
on behalf of its customers by rationalizing their equipment fleets and document processes. In most cases, these solutions are multidimensional—including
some combination of hardware, software, and/or managed services. Furthermore, these relationships often grow over time, as IKON builds on its success to
expand into new services and new branches of the organization. Although the sales cycle for national accounts can be long, the reward is proportionally great.
