In the first installment, THE EAGLE examined how industry developments have reduced the graphic arts dealer channel to a small number of companies and shrunken its trade association to a shadow of its former self. Consolidation and the closer alignment of dealers and manufacturers have not only ravaged the membership roster of NAGASA but also changed the role of graphic arts dealer from "purveyor of choice" to a "promoter of a brand." These forces have left many dealers with little in common with their local peers. But, at the same time, the megatrends of concentration and alignment have elevated the importance of "marketing alliances" among smaller independent dealers who are geographically non-competitive and promote a "private" brand.

By every measure used by the National Association of Wholesalers (NAW), the graphic arts channel is now officially consolidated. Three companies, Enovation, the Pitman Company, and the graphic arts supplies division of Xpedx, represent more than 2/3rds of total dealer sales. This decimation the once 600-strong graphic arts channel whose trade association assembled upwards of 400 people at annual meetings and attracted foreign visitors prompted the title of this series, "Bare Ruined Choirs", borrowed from Shakespeare's sonnet to old age.

The remaining one-third of dealer sales is in the hands of perhaps 25 independent companies. Five of these companies sell only Fuji as a major brand. Most of the others sell both Kodak (currently still known as KPG) and AGFA branded products among many other peripheral goods.