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International Report: Canon India Appoints Empowered Partners for Low-End MFDs 
To bridge the gap between the corporate resellers and the copier/telecom channel, Canon India is appointing Canon Empowered Partners for its low-end laser MFDs priced upto Rs 65,000-Rs 70,000. The CEPs will be in direct competition with the Canon corporate partners or CCPs and will deal with equipment sales as well as the consumables.
Canon is targeting corporate IT dealers, SIs and existing office automation dealers for CEPs. The CEPs will be required to have manpower to cater to the corporate, and will have to register with Canon through CCPs.
The vendor has appointed 18 CEPs so far and targets to have around 200 CEPs by year-end. According to Som Gangopadhay, senior marketing manager, office systems and solutions, Canon India, “The main idea behind appointing the CEPs is to widen our spread. The CEPs will not just sell the equipment. His biggest benefit will come from the revenues he gets from the consumables, which will ensure him a perpetual revenue and margins, thus increasing his earning capacity.”
He added, “It is for the first time that any copier company is looking at the channels so seriously. We are giving them a good potential pitch to explore sales. The CEPs can target customers in sectors like SMBs, educational institutes, hospitality, corporate, etc.”
Besides the margin support, Canon India is also ensuring training support to the CEPs. The company has scheduled 25 training sessions to be jointly held by Canon and the CCPs. The CEPs will be given product as well as sales training, along with a kit.
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