Exclusive: Konica Minolta Australia's Sales Chief highlights innovation and growth

Dean Hosking, Chief Sales Officer at Konica Minolta Australia, has reflected on his two-year tenure during a period marked by market challenges and technological progress.

Despite headwinds, he emphasised optimism, strategic adaptation, and a customer-centric approach as key to the company's resilience and success.

"It's been an exciting time for the last couple of years," Hosking exclaimed. "We've seen some great wins, even though this year has been challenging."

A Global Presence and Local Expertise

Founded over 150 years ago, Konica Minolta operates with a global workforce of 40,000 and an annual turnover of $10 billion USD. In Australia, the company employs 430 people, generating approximately $230 million annually.

Hosking's leadership revolves around blending global strategies with local adaptation, a philosophy he describes as "Global Mind, Local Heart."

"Our national strategies come from our head office, but we tweak them for each state to suit the local market. What works in Canberra might be different from Perth."

Day-to-day, Hosking collaborates closely with senior leadership, especially Chief Marketing Officer Melissa Dempsey, to ensure synergy between sales and marketing.

"We're focused on marketing-qualified leads (MQLs) to provide quality opportunities for our sales team to convert into business," he said.

Navigating Economic Headwinds

Reflecting on 2024, Hosking acknowledged that economic pressures such as rising interest rates had impacted financial confidence.

"Companies are taking longer to make decisions, and more people are involved in the buying cycle," he explained.

However, the company remains optimistic about 2025, drawing inspiration from Australian marathon swimmer Moesha Johnson.

"She dove into a challenging environment and gave it her all," Hosking said. "We're taking the same approach—focusing on what we can control and increasing our activity levels."

Innovations and AI Integration

While Konica Minolta remains a leader in commercial and office printing solutions, its future lies in Intelligent Information Management (IIM) and the application of artificial intelligence (AI).

Initially, Hosking clarified that the company was not selling AI-driven products. However, upon reflection, he added that Konica Minolta leverages AI extensively across its operations to enhance functionality, drive innovation, and deliver customer solutions.

AI-Powered Multifunction Devices (MFDs):

• Intelligent document processing: AI-enabled MFDs recognise, classify, and route documents automatically.
• Predictive maintenance: AI predicts and prevents technical issues, reducing downtime.
• Optimised print management: Algorithms analyse usage patterns to improve efficiency and minimise waste.

AI in Workflow Automation:

• Konica Minolta's solutions automate repetitive tasks, improving speed and accuracy.
• Data extraction and digitisation are AI-driven, streamlining workflows and reducing errors.
• IIM services help businesses prepare their systems and workflows for AI integration.

AI in Robotics:

• AI powers autonomous mobile robots (AMRs), enhancing logistics and warehousing.
• Real-time navigation and obstacle avoidance are driven by AI.
• AI ensures efficient task allocation and maximised productivity.

AI in Print Solutions:

• Konica Minolta's AccurioPro suite uses AI to optimise production print output quality.
• Colour calibration through AI ensures precision and consistency.

Customer Success Stories

Hosking shared examples of how Konica Minolta's solutions have transformed customer operations, particularly in education and government.

"We recently implemented a comprehensive print management system for the University of Adelaide," he said.

The project included fleet upgrades and integration with the company's customer portal, Inside Hub, to streamline operations.

Similarly, the University of Western Australia upgraded its fleet and processes with Konica Minolta's solutions, receiving overwhelmingly positive feedback. "It's great to see the impact we're making," Hosking said.

Customer-Centric Philosophy

At the heart of Konica Minolta's approach is the Japanese concept of kankei, meaning "mutually beneficial partnerships." Hosking explained, "We don't just want a supplier-buyer relationship. We aim to understand our customers' goals and align our solutions to help them achieve those goals."

This philosophy, he added, has been key to building the company's reputation across industries, from education to federal government and legal sectors. "Our reputation speaks for itself, and our customers often become our greatest advocates," Hosking said.

A Personal Perspective

Balancing strategy with execution is a central challenge for Hosking, who begins each day with an open-water swim at Balmoral Beach. "It's a great way to start the day, even though it's a bit challenging in winter," he said.

His role demands adaptability, particularly as the company expands into new technologies and markets.

"We're helping customers do more with less, improving efficiency without overburdening resources," he explained.

Looking Ahead

As Konica Minolta continues to innovate, its focus remains on delivering value to customers and strengthening relationships. "The feedback we get motivates us to keep improving," Hosking said.

Ending on a hopeful note, he added, "At the end of the day, it's about making a positive impact—and that's what drives us forward."