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Mark DiMattei
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VIDEO: Toshiba America Business Solutions Sets up Dealers for Success

Larry White talks progress, ETRIA, tariffs, and more on Keypoint Intelligence Interview Insights

Sep 24, 2025 8:00:00 PM
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By Mark DiMattei

 

Be sure to visit Keypoint Intelligence’s YouTube Channel for interviews and other insightful videos!

 

In our latest Interview Insights episode, Keypoint Intelligence leader Anthony Sci sat down with Larry White, President and CEO of Toshiba America Business Solutions. They discussed where print is headed, Toshiba’s strategic alliances with Ricoh and OKI, as well as other challenges affecting the company.

 

 

White made a point to start the conversation by addressing Toshiba’s influence in the print market, including many opportunities for growth and the challenges they face. While Toshiba is known for managed print services (MPS) and solutions, it’s striving to focus on competitors’ weaknesses to remain effective and stand out as a company that can address pain points for dealers—something they have found success pursuing. “There’s still plenty of opportunity [for print],” says White. “Although we’re on the downside of the maturity curve…it still has a mountain of opportunity.”

 

They then moved onto the growth of tariffs and their effects on the print market. White mentioned that the company’s manufacturing is spread globally, providing options for minimizing tariff effects while still requiring them to address additional expenses and shipping issues. White said, “It’s like manufacturing whack-a-mole. Where do you go and how do you do it?” And while Toshiba has done its best to take on most of the impact costs from tariffs, they have increased prices in a move that dealers may not like, but understand. Thankfully, Toshiba’s strategic alliance with Ricoh and OKI (called ETRIA) have helped them to address manufacturing costs and any concerns regarding efficiency.

 

Lastly, Sci picked White’s brain regarding Toshiba’s dealer incentives as well as the company’s use of artificial intelligence (AI), especially concerning their MPS offerings.

 

Watch the full interview today!

 

 

Stay ahead in the ever-evolving print industry by browsing our Industry Reports page for the latest insights. Log in to the InfoCenter to view research on print and smart technology through our Workplace and Production Advisory Services. Not a subscriber? Contact us for more information.

 

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