At a time when print companies are diversifying their business with products and services like managed IT, scan/capture and workflow solutions, as well as security cameras, ACDI—best known for delivering PaperCut Software throughout the Americas—is getting into the electric vehicle (EV) space. Last month, at the Executive Connection Summit, the company announced that they will start selling EV chargers under the name Terra Energy Services by ACDI, and they want the dealer channel to help.
| ACDI has been serving the channel for 28 years and is one of the biggest PaperCut resellers in the world. |
The EV Charger Business Is Perfect for Office Equipment Dealers
The idea of office equipment dealers selling and servicing EV chargers seems wild. Afterall, what does an office equipment dealer know about that? How does it fit into their business? ACDI’s CEO Josh Lane sees things a little bit differently. He thinks that the EV charger business is an excellent fit for the office equipment dealer channel. The business models are similar, and there aren’t many competitors out there with a proven ability to sell, support, as well as service hardware and software like the office equipment channel. “We’ve been working on energy efficiencies in the office for a long time. Let’s take it outside,” said Lane.
The dealer channel won’t be the only show in town with an EV charger in its portfolio. Electricians and general contractors already work in the space, but they target new construction and they don’t have the sales and service arms that can contend with the dealer channel. ACDI’s EV charger play focuses on the commercial market and communities—two segments that office equipment dealers already have strong relationships with.
Sure, it’s not an entirely seamless fit. Copiers and EV chargers are very different kinds of machines, which means dealers will need to train their existing sales staff and technicians. Since a licensed electrician is needed to install and service EV chargers in some geographies, dealers may have to contract with electricians or contractors in the area. But this is a great motivator for technicians to learn new skills, increasing their value in a rapidly growing market.
| ACDI’s EV charger business will be called TerraEnergy Services powered by ACDI. |
According to Lane, dealers have an opportunity to buy into one of four kick-start programs equipped with substantial benefits. A lot of dealers have already expressed interest in partnering with ACDI as part of their early adopter program. Lane said he’s spoken to about two-dozen dealers (so far) with the goal to have a network covering all the US. Lane also said that ACDI is working to set up a usage and ownership program with GreatAmerica Financial Services.
Keypoint Intelligence Opinion
EV chargers represent an outstanding opportunity for dealers that are looking to diversify their business. Sure, it’s a riskier bet than other “proven” products, such as managed IT and cybersecurity, but the reward can also be multiples more.
The EV market is in its infancy and primed to explode. According to a sales forecast from EVAdaption, 845,050 electric vehicles (EV) will be sold in the US in 2022—good for 5.3% of the entire automotive market. By 2025, sales and market share will more than double. By 2030, nearly 5 million EVs will be sold, which will account for just about one-third of all cars sold. The future of the auto industry is going to be battery powered.
However, there are some forces that are impeding the mass adoption of EVs that manufacturers must overcome. Basically, for the mass adoption of EVs to happen, manufacturers need to bring an EV with a range of 291 miles that can fully charge in 31 minutes for under $36,000 to market. Currently, there are EVs in the “Goldilocks” price range that fall just short of the demanded range and time to charge. But as battery technology advances, it will enable EV manufacturers to extend range, shorten charge time, and reduce the cost.
The one problem that we cannot rely on the EV manufacturers to solve, however, is building the charging infrastructure that can support the mass adoption of EVs. People won’t buy electric cars if charging is a hassle. And this is where ACDI and the office equipment dealer channel comes in. Working together, ACDI and office equipment dealers can implement and maintain the vital infrastructure to power the future of American travel.
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