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 user 2008-07-08 at 11:30:39 am Views: 37
  • #20251
    Lexmark looks to boost UK reseller base
    giant Lexmark has set its sights on working with more resellers in the
    UK. The vendor has whipped the covers off a new channel value
    programme, which it claims will help partners drive sales and secure
    margins by taking a ‘Print Less, Save More’ message to the
    market.“Resellers are our lifeline, and the channel value programme is
    a perfect way to strengthen their activities. The tiered structure is
    flexible and we will work closely with our resellers to ensure they
    deliver the best solution for their business,” explained Marcus Harvey,
    UK channel sales director at Lexmark.“We believe in promoting better
    working and printing practices among customers. This means allowing
    them to do more by actually printing less – saving money, time and
    protecting the environment,” added Harvey.

    To strengthen its
    distribution channel, Lexmark recently appointed Computer 2000 as one
    of its UK hardware distributors alongside Ingram Micro, Midwich and
    Northamber.The Channel Value Programme will be split into three
    different levels, which will offer channel partners the opportunity to
    increase sales and bring added value through service offering and
    knowledge transfer. It is a progressive and flexible programme, which
    gives resellers smarter tools to boost productivity and reduce costs,
    according to Lexmark.

    The three levels partner levels are
    select, premium and expert. The Lexmark select partner level offers
    resellers access to special bid conditions, exclusive price promotions,
    discounted demonstration equipment, sales and marketing materials and
    access to showroom support. At premium partner level partners also
    benefit from loyalty rewards, a privileged lead generator and reseller
    gift promotions. Expert partners also benefit from an attractive bonus
    plan and rebates, special partner certifications and access to the
    solutions centre.

    Lexmark has a team of dedicated account
    managers to support resellers in the sales process. As part of the
    launch, Lexmark is introducing a third quarter promotion to reward
    resellers who book in appointments with potential leads. Lexmark will
    be working closely with resellers who join the scheme to help them
    retain more margin on the sale of Lexmark’s products.

    As part of
    its UK channel revamp, Lexmark is also launching a dedicated extranet,
    offering access to a range of materials from product guides and
    brochures to promotional collateral. This also allows resellers to
    personalise their offers with their own pricing structure and company
    logo.James Kight, managing director at Printerland, a Lexmark partner,
    commented: “Now, more than ever, succeeding means going beyond selling
    hardware, beyond supplies and beyond the printed page. It’s also about
    offering more innovative, value-added solutions to customers that allow
    them to work faster, smarter, more efficiently and therefore get more
    done. We welcome this initiative from Lexmark.