The event featured a keynote address from Friedrich Conzen, CEO of Francotyp-Postalia Holding AG, who traveled from Germany to detail the company’s high-level health and strategic focus for 2026. Conzen announced that as of November 2025, FP is completely debt-free, a milestone he described as having the “space to breathe” to focus on business rather than bureaucracy.

Conzen emphasized that the global parent company is fully aligned with the North American division, noting the mutual dependence that defines their partnership. “Germany needs the American team, and we need the American market,” Conzen stated. “Without Germany, the franking machines don’t run, but without you, they don’t run in the US. That is what a good partnership looks like - mutual dependence turned into mutual strength”.

His global outlook for 2026 is centered on trust and transparency: “Let’s treat each other as partners. Let’s build on trust, transparency and pragmatism, and let’s create a strong future for FP, for your businesses and for our families”.

Michael Hannon delivered a candid assessment of the previous year’s challenges - including tariffs and exchange rate fluctuations - while outlining a tactical roadmap focused on regaining momentum. Hannon’s primary focus for 2026 is a shift from renewal-heavy business back to aggressive “net new” customer placements.

“2026 is about momentum,” Hannon told the crowd. “We aren’t just reacting to the market; we are shaping it by providing our dealers with the tools to dominate the shipping and mailing space through smarter, more efficient workflows”.

To support this, Hannon announced major infrastructure and partner enhancements, including:

• System Stability: A transition to a new ERP system and upgraded portals to improve dealer visibility and support.

• Strategic Partnerships: Expanding the leasing program with Great America to allow dealers to invoice directly and finance third-party equipment.

• Equipment Reliability: A new partnership with Hytec Dealer Services to handle equipment conversions and refurbishments within the U.S. to mitigate tariff impacts.

FP’s vision was furthered by Paul Buckley, Director of Dealer Sales, who discussed regional restructuring and a renewed focus on core products like postage meters, folder inserters, and the Trax asset-tracking solution. Buckley echoed the call for new business, reminding dealers of the massive remaining market: “There are still about 900,000 postage meters… a whole lot of revenue to go and get in new business”.

Amanda Fletcher, Director of Marketing, unveiled the “Crush the Competition” incentive program, designed to motivate dealers to displace legacy competitors throughout 2026. “We really want to outsell and out-position the competition in 2026,” Fletcher said, highlighting that the program is a structured initiative to create “measurable momentum throughout the year”.

Additional sessions discussed the strategic importance of leveraging AI in the channel and peer driven discussions on what is working and why:

Attendees also benefited from two days of breakout sessions delivering actionable insights, proven best practices, and strategic growth frameworks designed to strengthen execution and position dealers for sustained success in 2026 and beyond.

Article slightly modified from its original version in The Imaging Channel

https://theimagingchannel.com/fp-north-america-leadership-sets-course-for-2026-at-national-dealer-summit/