Great article from West! Those are some interesting stats.
Regarding "Canon go Kaboom": Canon will always push hard for colour because they want to maintain their #1 spot in the marketplace.
On the dealer side profitability is based on what the account needs. If a customer is doing 10 colour prints a month on an inkjet printer, dealers will sell a monochrome box. Corporate Canon on the other hand will push for a colour box, even though the colour volumes are not enough to make profit on the colour click charges.
In my territory I'm finding that there are HUGE MPS opportunities. In the past year I've noticed a lot of businesses are turning back to laserjet and inkjet printers because the purchase is cheap and the economy is not so great in my town.
Managing printers is the first step which eventually leads into the copier sale because customers finally see the need for consolidated costs.
Plus, a good walk through always opens up new opportunities whether that is workflow solutions, scanners, document management, etc.