In today’s competitive and evolving office technology landscape, copier dealers are uniquely positioned to expand beyond their traditional core of MFPs and copiers and tap into one of the most lucrative adjacent markets: large format printing.
With industries such as architecture, construction, engineering, retail, education, healthcare, and government constantly in need of wide-format solutions, the opportunity for copier dealers to increase wallet share, deepen client relationships, and drive revenue is significant.
As a national distributor of EPSON Large Format Printers, we’ve seen firsthand how copier dealers who embrace this opportunity can thrive. But success doesn’t come from waiting for leads to fall into your lap, it comes from hunting strategically.
Here are some strategic ways that copier dealers can spot and win more new large format printer deals.
1. Understand the Landscape: Who Buys Large Format Printers?
Before you start hunting, you need to know what you’re hunting for…and who’s buying.
Large format printers (LFPs), particularly models from industry leaders like EPSON, are used for a variety of applications:
- Technical drawings & blueprints: AEC (Architecture, Engineering, Construction) firms
- Signage & banners: Print shops, quick printers, marketing agencies, schools
- Posters & displays: Universities, hospitals, retailers, entertainment venues
- Photography & fine art: Artists, galleries, professional photographers
- Maps & schematics: Utility companies, municipalities, surveyors
- Education materials: K-12 and higher ed institutions producing visuals and instructional aids
The use cases are diverse, but the common thread is this: these buyers need high-quality, reliable, cost-effective printing beyond 11×17. That’s where EPSON’s precision, speed, and image quality shine.
2. Mine Your Existing Customer Base
Your current clients are your low-hanging fruit. You already have the relationship and trust; now, it’s about surfacing unmet needs.
Here’s how to uncover large format opportunities within your base:
- Run a CRM search: Look for clients in AEC, education, healthcare, retail, and government
- Ask during MFP reviews: “Do you outsource any poster-size printing, construction drawings, or signage?”
- Review service records: Any client calling for jammed oversized paper may already be trying to use their copier for tasks better suited to an LFP
- Cross-reference with AP invoices: Ask your clients if they’re paying a third party for large prints. If so, they could bring that cost in-house, and you could sell them the solution
Pro Tip: Bundle a large format printer into a copier renewal. Present it as part of a cost-reduction and productivity-enhancing proposal.
3. Hunt Verticals Where LFPs Are Mission-Critical
Certain industries depend on large format printing as part of their daily workflow. Target these verticals with intention:
AEC (Architecture, Engineering, Construction)
- Blueprints, schematics, job site signage
- Fast print speeds and durable, water-resistant ink are must-haves
- Pitch T-Series or SureColor models from EPSON for technical precision
Education (K-12 and Higher Ed)
- Posters, banners, visual aids, event signage
- Departments such as media centers, athletics, and student affairs are big users
- Highlight ease of use, network ability, and low TCO
Retail
- POP signage, promotional banners, window graphics
- Retailers want vibrant, photo-quality prints with fast turnaround
- Position EPSON SureColor models for eye-catching results at a low cost per print
Healthcare
- Wayfinding signs, educational posters, event materials
- Infection control signage is often replaced frequently
- Talk up durability, low maintenance, and vivid print quality
Pro Tip: Create one-page vertical flyers that speak their language and show real-world applications.
4. Partner with Your Local Print-for-Pay Shops
Quick printers, copy shops, and commercial printers are always looking for ways to expand their offerings and reduce outsourcing. Many are operating with outdated wide-format machines or only offering black & white.
Approach them with an upgrade path:
- Show how they can offer higher-margin color jobs
- Offer demo prints using their own artwork on EPSON equipment
- Provide financing options or click plans to reduce upfront capital requirements
Bonus: Partnering with a local print shop can also lead to referral business. They may send clients your way who want to bring large format printing in-house.
5. Use LinkedIn and Online Research for Prospecting
Large format buyers are often in facilities, marketing, or operations roles; not always the same contacts you sell copiers to. That’s why strategic research is essential.
Tips for using LinkedIn:
- Search for job titles like “Facilities Manager,” “Marketing Director,” “Construction Manager,” or “Print Production”
- Filter by industries like construction, education, or healthcare in your local geography
- Connect and send a message offering a short consult: “Many firms like yours are finding it more efficient to bring large format printing in-house. Would you be open to a quick chat about how you’re currently handling signage or blueprints?”
Other prospecting tactics:
- Use Google Maps to identify local construction companies, engineering firms, or art galleries
- Check local business directories and chambers of commerce for leads
- Attend or exhibit at local trade shows or expos where large format is relevant
6. Leverage Your Manufacturer and Distributor
You’re not hunting alone. If you’re aligned with a national distributor like us, you have tools and support that can accelerate your LFP sales journey:
- Live virtual demos: Provide EPSON LFP demonstrations running your prospects applications
- Demo print samples: Let prospects submit their files so they can see print quality firsthand
- Sales training: Equip your reps with confidence to sell LFPs
- Vertical market kits: Custom flyers, email templates, and presentations
- Leads: We have inbound leads or marketing campaigns you can plug into
Don’t overlook the power of co-branding and joint selling to boost our success rates.
7. Educate Your Sales Team and Set Goals
Copier reps often stay in their lane. If they haven’t been trained on LFPs, they’re unlikely to sell them.
That’s a missed opportunity.
Here’s how to build LFPs into your culture:
- Run internal training sessions to highlight use cases and product knowledge
- Hold contests for most LFP appointments or demos booked
- Set specific KPIs e.g., 5 LFP discussions per week per rep
- Create a deal registration bonus. even if someone else closes it, reward the initial discovery
Most importantly, remind your team: this is a value-add for their clients. It’s helping a customer reduce outsourcing costs, speed up workflows, and improve output quality.
8. Offer Creative Bundling, Leasing, or MPS for LFPs
One reason clients hesitate on large format printers is budget uncertainty or a perception of complexity.
You can ease those concerns with flexible offerings:
- Bundle LFP with MFP leases: one payment, one vendor, one agreement
- Offer lease options with low or no upfront cost
- Include supplies and maintenance in a monthly plan
- Roll it into your MPS program if appropriate (for certain models and usage)
This makes it easier for clients to say “yes” and for you to win recurring revenue.
9. Don’t Wait for Inbound – Spark the Conversation
Sometimes the best way to sell large format is to plant the idea.
When you’re onsite with a copier client, ask:
- “Have you ever considered bringing large format printing in-house?”
- “Where do you produce construction drawings, signage, or marketing posters?”
- “What’s your process today when you need something printed larger than 11×17?”
Even if they don’t need it today, you’ve opened the door, and they’ll remember you when they do.
Bring a sample poster or blueprint to leave behind. Let the print quality do the talking.
The Time to Hunt Is Now
The large format printer market isn’t a distant opportunity. it’s a present one. Copier dealers who take the initiative to hunt for wide-format sales will build stronger client relationships, increase revenue per customer, and differentiate themselves in an increasingly competitive market.
If you’re ready to start hunting, or want help equipping your team to sell EPSON Large Format Printers, our distributor team is here to assist with demos, training, sales support, and more.
Let’s turn your next MFP visit into a large format sales win with ISI and EPSON at your side.
About ISI
Impression Solutions Inc. is a value-add, full-service distributor of printing and imaging solutions. ISI offers their dealers, resellers and their end users unparalleled service and support as an OEM full line authorized distributor of Kyocera monochrome and color printers, MFPs, Wide Format Printers, printer accessories, printer supplies and customized printing solutions.
Recent launches include Virtual Inventory Services and IS Docs, a turnkey Document Management program for Imaging Dealers to grow their monthly recurring revenues (MRR).
ISI maintains a full inventory of over 2,200 SKUs of printer products ready for same-day shipment from their 35,000 square feet of warehousing space in 5 distribution centers from coast to coast.
