Every once in a while I get a surprise. This year’s ITEX show was one of those times.

My memories of ITEX go back to its beginning when Dick Norton (RIP), Bob Sostilio and I put together the first Executive Workshop. Back then, the expo that followed was essentially a re-man supplies and parts show.

Most exhibits were small tabletop affairs. Not so this year. While the emphasis clearly remains with third party supplies and parts, I saw significant numbers of offerings from providers of document solutions software and, yes, even hardware.

How did I get here this year? Well, I recently moved to Florida and saw the ITEX announcement. Thought, “Hey – this is in Florida. I LIVE in Florida. How far could this be?” Four and a half hours later, I was still driving. But, I got there.

First impression – this is no longer a tabletop show. With the exception of the (still) plethora of third party supplies –still mostly desktop displays – exhibits have grown is size and scope to reflect the stature of the old NOMDA days.

Make no mistake – this is still very much a consumables show with 30% of all vendors falling into this category. But, this year, there were plenty of solutions options being shown from such providers as DocuWare, PaperCut. Ringdale and Print Audit.

I was struck by the difference in dealer interest here and at the hardware dealer meetings I’ve attended of late.

Dealers here were able to assess the software offerings separate from their primary hardware brands – a different experience. While traffic through these booths was steady, it was, for the most part, light enough for the in-depth discussions dealers needed to make strategic decisions regarding these solutions.

Hardware vendors were present as well, although not to the degree we saw for solutions providers. Most of these focused on A4 products – something on which their primary vendors have focused only recently. I saw significant activity for Oki, Samsung and, yes, even HP.

I found it interesting that HP did not show their new LaserJet systems announced only a week ago. Still, their OfficeJet Pro systems, promising to be faster and less expensive resulting in a potentially disruptive technology, drew significant interest. Dealers are still trying to determine how they can sell these products at a profit. I think they can.

Perhaps the best part of the ITEX experience was time to network with old friends like Mike Stramaglio (is he actually everywhere?), Bob Palmer and Ed McLaughlin, all delivering breakout sessions having nothing to do with hardware and everything to do with strategy in a changing market.

All in all, a good experience – one that more dealers should experience. This remains the only imaging systems dealer experiences held on a national scale. It continues to provide important help to all dealers.

Lou Slawetsky, CEO

Industry Analysts, Inc.