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Business partnerships and acquisitions have long been key drivers of industry evolution—including in the print market, where the trend is accelerating. Companies leverage these strategies to expand, innovate, and secure market positions. (Keypoint followed this approach with our own acquisitions of Karstedt Partners and ProPrintPerformance to enhance our offerings and fuel growth.)
While successful partnerships often make headlines, not all collaborations endure. The dissolution of Fuji-Xerox, a joint venture between Xerox and FujiFilm, is a notable example. Other partnerships also appear to be losing momentum; one example is the collaboration between Konica Minolta and Komori in the B2 digital print market, following Komori's announcement of the J-Throne 29 B2 printer. Similarly, Ricoh and Screen seem to be diverging from their initial roll-fed inkjet partnership.
Every partnership carries inherent risks and requires substantial effort from all parties to succeed. As partnership activities increase in the printing industry, it’s crucial to recognize that, much like in a heavily strategic game of chess, each company’s moves could prompt significant reactions.
The Fujifilm and Konica Minolta Partnership
These companies recently signed a shareholder agreement after announcing the joint venture focused on coordinating the procurement of raw materials and parts. This move could indicate a closer relationship, with market speculation about Fujifilm potentially acquiring Konica Minolta. Such an acquisition could offer strategic benefits, including gaining market share and bolstering service infrastructure. Fujifilm’s other recent announcement of Sharp as an indirect channel partner in the US underscores its ambition to expand sales.
The Xerox Factor
If Fujifilm were to acquire Konica Minolta, Xerox’s response will be closely watched. Xerox and Fujifilm entered a multiyear contract not too long ago, allowing Xerox to continue selling Fujifilm printers. Notably, Xerox is Fujifilm’s largest customer and a leader in the lower-color production digital printing market in the US. A Fujifilm-Konica Minolta merger could intensify competition, potentially impacting Xerox’s sales and revenue.
Concurrently, Xerox appears to be shifting away from manufacturing, as indicated by its recent statement on “reinventing production business.” They announced plans to discontinue the Xerox iGen 5 and Nuvera without announcing any replacement products. In the same statement, Xerox mentioned that it would continue taking and fulfilling orders for the Baltoro HF Inkjet Press and providing life-of-contract support while evaluating strategic options for its high-speed inkjet technology, which seems to indicate a potential shift away from manufacturing and focusing purely on sales.
Future Possibilities and Market Dynamics
The industry has seen several notable partnerships since 2023—including those between Heidelberg and Canon, Ricoh and Scodix, HP and Canva, Landa and Gelato, Xerox and a roll-fed Inkjet manufacturer (which was announced without the name of the OEM), as well as Kyocera and Screen. Some of these partnerships are more straightforward, with less overlap in market positioning; others, despite offering strategic advantages, also bring potential conflicts. This highlights the complex landscape of the printing industry.
Acquisitions also play a role like partnerships, offering both opportunities and challenges. For instance, Kyocera’s acquisition of Nixka represents a strategic move to enter the industrial market. However, it also faces challenges in shifting market perceptions from document solutions to industrial and commercial printing.
If a Fujifilm-Konica Minolta acquisition occurs and Xerox seeks differentiation through new products, other partnerships could emerge. Xerox’s potential shift away from manufacturing to become solely a reseller of digital printing equipment might position them as the largest and strongest reseller in the world. This could attract partnership opportunities from other manufacturers.
Keypoint Intelligence Opinion
In today’s business landscape, strategic partnerships are essential for companies to excel. While these alliances can drive growth, they require meticulous planning and effort to succeed. Consistency and continuity are crucial for long-term success. As the digital printing industry evolves, partnerships and acquisitions will continue to play a critical role in driving growth and innovation as well as shaping the industry for years to come.
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