AUSTRALIA:SAMSUNG's PRINTER DIV. DROPS DISTRIBUTORS

[Anonymous]

http://www.arnnet.com.au/article/269205/update_samsung_cuts_distributors?fp=4&fpid=399285820
Samsung cuts distributors
Printing
division drops four distributors as part of a realignment of its
channel in consumer and business areasSamsung’s printers division has
dropped four distributors as part of plans to realign its channels into
business and consumer areas.The four distributors cut are TodayTech,
Austar, JLC Computers and Daitronics. The changes only relate to
printers, multifunction machines and supplies. National sales manager
for print, Greg Wallis, told ARN it will retain Ingram Micro, Dynamic
Supplies, Westan, Altech, J Mills, XiT, Cellnet and Alloys.

The overhauled line-up comes into effect January 1.
As
previously reported in ARN, Samsung commenced a review of its printer
distributors in September in an effort to improve channel relationships
and grow sales of its expanding SMB and mid-range product line. At the
time, Wallis said he wanted to cut down its distribution numbers and
focus on partners providing the most value. Many of Samsung’s printer
partners originally came on-board to distribute notebooks, monitors and
hard drives.“We brought on print-focused players like Alloys and
Dynamic in early 2008 and we were always going to review distributors,”
Wallis said. “Although we don’t have formal targets for tier-two
distributors, those cut were basically not meeting our KPIs.“We really
only got the print team in place in March 2007 and we inherited a lot
of distributors we shouldn’t have.”

TodayTech managing director,
Jack Zhong, said it had not been extensively engaged with Samsung’s
printing business and was not concerned by the changes. The distributor
will retain its relationship with the Samsung monitors team.“We are a
very long and loyal customer of Canon’s for printing and will continue
to focus on that,” he said.Wallis said he was in negotiations to cut a
further two distributors.“My plan is to reduce further to align with
our planned focus on B2B in 2009, ideally down to six or seven maximum
with our channels split by B2C and B2B,” he said

[Author]

December 8, 2008 at 10:39 AM