When Sacramento-based office technology reseller WiZiX Technology Group acquired a Toshiba branch in Reno last week, we couldn’t help but wonder whether this was going to be the beginning of the end of the Toshiba branch system.
Who better to ask than Toshiba America Business Solutions President and CEO Larry White what the plans are for the rest of their branches?
Is Toshiba selling their branches? Larry tells all in this episode of What’s Happenin’.
SOURCE Industry Analysts Inc.
Full Video Transcript
what’s happening Andy here I am joined
today by Larry white president and CEO
of Toshiba how are you Larry doing great
thank you
what’s going on Andy what you know
what’s going on we had some big news
from a dealer of yours last week and uh
I wanted to uh discuss discuss that news
uh wizik’s out of uh uh Nevada I believe
uh acquired one of your branches why
don’t you tell us about that yeah so
actually it’s uh wizix is really
headquartered in California Sacramento
and offices throughout Northern
California and it was interesting so one
of the the principles of wizzics and I
were hunting and we were on a in a bus
ride you know going out to the The Game
Preserve and we’re talking about markets
and everything else and he goes you know
what we’re you know we’re expanding into
Reno you know really excited about it
we’ve got you know experienced sales
manager there we’re you know we’re
opening up an office and go really I
said you know I’ve got a a base in Reno
that we’re not really working it doesn’t
really make any sense for us to be there
and it’s a small base but it’s something
that you could use to get your business
going and so we you know had Dialogue on
it you know know conversations for a
couple months and then you know decide
to to pull the trigger on it it’s like
one of those deals that you know got me
out of a situation where you know either
I had to invest big to do something to
Marketplace or you know let somebody
who’s really excited about that market
go in and take advantage of it so that’s
the path we went down so that’s it’s a
good thing it’s a great thing for us and
it’s a great thing for them uh you know
the the funny thing is is whenever you
sell any part of a branch everybody
starts saying your branches are for sale
yeah as we put into press release our
branches aren’t for sale this was a
small Market with a really small base
that was uh that we needed to do
something with and we found the right
partner so are are your branches for
sale Barry no or my sister are your
branches for sale Larry our branches are
not for sale we’re doing really well
with our branches so you know it’s
really interesting because
um just how far the industry has come in
the last you know couple of years and
you you look uh a few years back when
you know kind of commodity dumped a few
branches I shouldn’t say dump but they
you know same idea they they got rid of
a few branches that they didn’t want in
their system anymore they still have
lots of branches Canon did it a few
years ago uh Rico went a little further
than everybody but you know you think
back about 20 years ago when you know
the goal was Coast to Coast coverage in
every market and and now we’re starting
to see some of those markets maybe you
know you guys don’t need to be in yeah I
mean well you take a look we did the
same thing if you take a look at
marketplaces like in Montana
you know do do I need to be in Billings
or Helena Montana no I really don’t need
to be there it’s hard to get to and no
and it’s you know it takes a lot of
money to develop those marketplaces so
we spun those off you know a few years
ago to you know to a really good dealer
of ours and we did the same thing in
Spokane Washington we’ve done the same
thing in Reno now no it’s again it’s a
you know it’s really a market by market
thing if it’s it makes sense to to be
there and if you’re doing well if you’re
not doing well you know it’s you know
that’s something you really as a
business person you have to examine well
you know there’s obviously an upside to
branches from from your perspective but
there’s there’s just something else you
know there’s something to having uh a
good local dealer that just you know
lives in that environment grew up in
that environment knows everybody there
right and and I mean they’re they’re
known in their town it’s their their
brand is you know maybe in some cases as
big if not bigger locally than you are
so you know the dealer in the local
markets is just as strong I think as
they’ve ever been and and I agree with
you 100 percent
so just to one last time you’re not
selling your branches we’re not selling
our branches all right all right well we
can move on from that let’s switch gears
a little bit let’s talk about uh you
know the rest of your year what’s coming
up I know you’ve got a show coming up
sometime um what we’ve got to show when
is that uh summer fall when are we doing
that we’re doing uh so it’s our lead
event so that’s you know we do with
dealers and and customers which is a
little bit different than you know most
of our competitors out there we invite
so the first day or two is usually is
usually the dealers and then the
customers come exactly correct yeah yeah
really interesting so before our dealers
that are coming great opportunity for
you to to help you know sell to those
bigger larger customers because it’s we
put on a pretty good dog and pony show
it’s you put on a great show yeah and so
this one is um where’s this one going to
be so this one’s at Bellagio great great
facility and we are doing it uh middle
of September so it’ll be exciting time
and a great time to be in Las Vegas yeah
absolutely
um
so you guys haven’t had a show I mean if
I’m thinking back like I don’t think
we’ve done anything since pre-pandemic
so you’ve had a ton of things come up in
between now and then and then just over
the last year you and I were talking
before uh before we started recording
um you’ve got a ton of new products new
things you’re launching right now over
the next few months and so is this where
you’re going to show it all you’re gonna
have Road shows before that or is this
going to be a big kickoff when you when
you do the September show yeah we’re
just gonna do it all one one place and
time you know it’s to your point we
haven’t had a we haven’t really had a
dealer meeting of this extent in four
years right that’s a long long time to
go so we want to do it upright like we
like we always do and you know and and
make it fun and and yet informative for
our dealer Community uh dealer community
and for our uh and user customers also
so what kind of new things you think
we’re going to be seeing what are um
what were some of the things you were
you uh you wanted to talk about as far
as new products what’s coming out in the
next couple of months so uh first off is
refresh of the we’ve been refreshing the
entire product line for over the last
nine months anyway so that’s yeah and
that’s been kind of the the low to
mid-range black and white color uh we’ll
finish out that transition with our
high-end black and white in color
that’ll you know start uh we’ll start
launching not launching but shipping
product in late May uh uh late May early
June time frame you know it’s the update
on the the color product now is it’s 75
65 to 100 pages per minute 90 pages per
minute excuse me uh and in that space so
it’s first time we’ve had you know
something really touching the light
production area which is nice a whole
bunch of new bells and whistles that uh
or we’ll get people excited about uh on
the color side of the product we’ll be
doing 65 and 75 Pages color and then 25
and 85 Pages uh black and white so good
nice good clean refresh of the product
new UI you know just all the good fun
stuff that you know that gets people
excited about new products coming out so
we’ll keep a little bit of secret
because I don’t want to
to spoil too much of the excitement of
the launch but yeah we’re we’re really
excited about these new products
and and so at this meeting
um this is a big meeting usually for you
guys right in the past you’ve had retail
there as well which you know maybe some
of the people watching this aren’t as
familiar with the retail side of Toshiba
but that’s a big part of you guys as
well right so we’re not going to be
doing that in conjunction with our
Retail Group because it’s been so long
since we’ve been apart we wanted to be
really focused with our messaging you
know for our part of the business so we
do a lot of things with the retail group
and they’re an amazing company with
amazing technology but this time we’re
going to do uh do our own in this in
this space well excellent excellent so
we’re excited to see these new products
um we’re we’re enjoying the news that
you guys have been having I got to say
locally we had some uh we just ran
something about the Buffalo Bills and
you guys posted a nice piece about
helping them with their defense
um honestly maybe you could help them a
little bit more this season because we
had bigger expectations than uh than
than going out in that round but uh here
we are and we’ll plan for next year but
um this has been awesome Larry I really
didn’t I don’t want to take up your
whole day I just wanted to get you on
here and then the main thing was to just
you know set the set the tone for for
the the audience that you know you are
not selling all your branches uh dealers
should not be calling you
um you know seeing what what’s available
and and what you have uh uh to offer so
um
so so to be clear dealers can’t call me
I love talking to dealers but you know
if they’re calling me about wanting to
buy a branch that probably won’t be a
long conversation but still love talking
to the dealers to find out what’s going
on
well this has been awesome Larry I do
have to say before we we finish this I’m
looking at my pasty ass face over here
in upstate Western New York with a
blizzard outside right now buckling down
for that Nor’easter that’s about to come
in and you’re just tan and dark and man
I got to get out visit you guys a little
more often especially although here
don’t wait a couple weeks we’re about to
get more rain here so you know we’re
gonna probably get like an inch of rain
the next two days so oh my gosh I’m sure
they’ll be closing schools it’s a you
know it’s it’s a disaster out here when
you get
anything yeah well I would still I think
I would rather have that
[Laughter]
this has been awesome great seeing you
and I will catch up with you soon take
care good talking thanks so much Andy
bye-bye bye now