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 user 2009-08-14 at 4:02:26 pm Views: 46
  • #22373
    Japan:Pitney Bowes partners with Canon
    Bowes has teamed with Canon to sell its DM100 postage meter to Japan’s
    small and medium-sized businesses as part of an overall effort to
    bolster product sales in that market.”We’re hoping with the kinds of
    resources that Canon has that we will be able to make inroads into that
    market,” said Lynette Koh, Pitney Bowes Japan’s vice president of
    marketing and postal relations for the Asia Pacific and Middle East.

    Bowes Japan, a Tokyo-based branch of Stamford’s Pitney Bowes Inc., in
    July began selling the DM100 through a distribution agreement with
    Canon Marketing Japan to test Japan’s market of about one million small
    and medium-size businesses, Koh said.”There’s hope on both sides to
    expand beyond the DM100 to include inserters, folders and software
    systems,” she said. “The SME (small-medium enterprise) market has been
    tough, with fairly low growth, but it has been fairly consistent over
    the past two years.”

    Pitney Bowes Japan has about 200 sales
    people selling the company’s postage meters, addressing systems and
    other products to the larger corporations, but the staff is not large
    enough to reach out to all small and medium-size businesses, Koh
    said.”We entered into the agreement with Canon to expand availability
    of Pitney Bowes’ products and achieve sales and customer base growth
    using our channel strategy,” she said.

    Koh would not disclose
    Pitney Bowes’ sales revenue for products being sold to Japan’s small
    and  medium-size businesses or the price of the DM100.”Regarding the
    price of the DM100, we sell as a monthly lease payment, not a fixed
    price,” Koh said. “Everything depends on the services and features the
    customer wants.”

    Pitney Bowes Japan, which has been selling
    Pitney Bowes’ products since its founding in 1981, would expand the
    partnership with Canon, depending on its success with the DM100, Koh
    said.”We will be looking at the successes and learning to replicate it
    for the other markets,” she said.

    Pitney Bowes, which posted
    $6.3 billion in sales for 2008, saw sales revenue for this year’s
    second quarter decline 13 percent to $1.38 billion, from $1.59 billion
    for the same period last year, according to the company’s quarterly
    financials. International mailing revenue declined 28 percent, from
    $302.1 million to $217.9 million for the quarter, while worldwide
    production mail went down 13 percent, from $149.4 million to $130.1

    Revenue from U.S. mailing declined 8 percent, from $550.8 million to $505.1 million.
    a result of lagging global economy, Canon Marketing Japan’s sales
    revenue has decreased by 20 percent to about $3.5 billion for this
    year’s second quarter compared with the same period last year, while
    its “ordinary profits” declined 68 percent to $49.5 million.”The
    Business Solutions segment reported lower sales compared to the same
    period last year due to factors such as lackluster demand for business
    machines and efforts to cut back on printing in office environments,”
    Haruo Murase, Canon Marketing Japan chairman, said in a statement.

    postage meters to small and medium-size businesses in Japan may prove
    difficult as a result of the advent of e-mail and other technological
    advances, said Kevin McEvoy, a marketing professor at the University of
    Connecticut’s Stamford branch.”I see it as a risky strategy because
    technology has bitten into the postage market dramatically,” he said.
    “I don’t know if it’s going to work.”Small and medium-size businesses
    are marketing target.