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Ricoh chooses channel for printers
Decision was made by Ricoh Asia Pacific.
Printer
and copier specialist Ricoh has appointed its first two distributors in
New Zealand for printers, IT Wholesale and Morning Star.Sales of
Ricoh’s printers has up until now been through a direct sales model
with six supporting branches nationwide.The company’s printer channel
manager, Max Wong, says the decision was made by Ricoh Asia Pacific to
increase the focus on printer sales to complement its already
successful copier business.“The copying business has hit a bit of a
slow down in growth, so it was decided to make our printer division a
larger part of our business. Rather than chase down resellers, it was
decided that it was easier to use distributors.”It became clear that to
fulfil Ricoh’s long-term printer objectives, we needed to embark on a
distribution partnership. This would enable us to achieve both greater
market reach, as well as being manageable for our current internal
systems and staff,” he says.Wong was appointed printer channel manager
for Ricoh a year ago, having worked at Tech Pacific for six
years.Victor Ho, group product manager for Morning Star says the
company is delighted to have a printer brand on board.“I knew Max
[Wong] from previous dealings, and with our range of notebooks and
other products we are looking to complement each other.”Ho says Morning
Star has previously sub-distributed printers through Ingram Micro, but
has been looking for a printer brand to add to the stable.“We were
missing a printer brand and this deal with Ricoh is important to
us.”Wong says going through distribution partners is one way to drive
the business and succeed in the New Zealand market.“From Ricoh’s
perspective, the decision to partner with IT Wholesale and Morning Star
was due to their ability to provide high levels of value added services
to the reseller channel, while providing Ricoh with an unquestioned
level of focus, market knowledge and resource,” Wong says.The Ricoh
copier range will continue to be sold exclusively through the
traditional direct sales force and copier channel.
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