KYOCERA GOES AROUND CHANNEL DEALERS

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KYOCERA GOES AROUND CHANNEL DEALERS

 user 2006-03-16 at 11:34:00 am Views: 61
  • #14838

    Supermarket bargain causes upset
    One-off deal vexes reseller
    A new deal to sell Kyocera printers through a discount supermarket chain has raised the hackles of at least one reseller.
    Aaron
    Lovelace of The World’s Best PCs in Kaiapoi, north of Christchurch, was
    perturbed to find his local Countdown supermarket selling a Kyocera
    printer for less than his dealer buy price.
    The store was selling Kyocera’s entry-level FS720 printer at $159, he says.
    “We can’t even buy it at that price,” says Lovelace.
    It is also nearly $100 lower than the $257 recommended retail price listed on Kyocera’s website.
    Such
    deals from mass retail outlets create an uneven playing ground, making
    its hard for resellers to compete, says Lovelace. Vendors and their
    distributors should protect their resellers from such uneven
    competition, he adds.
    However in this instance the vendor and one of its distributors are behind the deal.
    Countdown
    parent company Progressive Enterprises worked with Ingram Micro and
    Kyocera on a bulk order of the printers to sell in a once-off
    promotion, says Ingram Micro marketing manager Scott Cowen.
    The size of the order enabled Ingram Micro and Kyocera to provide Progressive with good pricing, says Cowan.
    “Progressive bought a number of containers’ worth. With any large deal the price can be negotiated,” he says.
    While
    acknowledging individual resellers are unable to secure similar bulk
    pricing, Cowan says Ingram Micro often uses its buying power to cut
    special deals with vendors, which it passes onto resellers.
    “When we buy in bulk the channel benefits. That is a big role Ingram Micro plays in looking after smaller resellers. They can ta

    antage
    of our buying power,” he says. “That is the challenge we face. We want
    to support the IT channel, but we also sell to retail.
    The recent
    deal with Progressive was the first time Kyocera printers have been
    sold through a supermarket chain in New Zealand, says Cowen.
    Progressive
    continuously looks for new technology products to offer on a periodic
    basis and Ingram Micro has in the past supplied the chain with Lexmark
    printers and ink cartridges, he says