Knowledge Challenge

You're CEO of a $3B distributor of office equipment (printers, copiers, paper, consumables). The pandemic accelerated remote work. Three years post-pandemic, your office-product revenue is down 28% from peak and not recovering despite the 'return to office' push from your largest customers. Your sales VP says 'this is a soft-market issue, we just need to push harder.' Your top regional manager privately tells you: 'Our 50 biggest accounts have permanently shrunk their print volumes by 35-50% and they're not coming back.'