Lexmark looks to boost UK reseller base
Printing
giant Lexmark has set its sights on working with more resellers in the
UK. The vendor has whipped the covers off a new channel value
programme, which it claims will help partners drive sales and secure
margins by taking a ‘Print Less, Save More’ message to the
market.“Resellers are our lifeline, and the channel value programme is
a perfect way to strengthen their activities. The tiered structure is
flexible and we will work closely with our resellers to ensure they
deliver the best solution for their business,” explained Marcus Harvey,
UK channel sales director at Lexmark.“We believe in promoting better
working and printing practices among customers. This means allowing
them to do more by actually printing less – saving money, time and
protecting the environment,” added Harvey.
To strengthen its
distribution channel, Lexmark recently appointed Computer 2000 as one
of its UK hardware distributors alongside Ingram Micro, Midwich and
Northamber.The Channel Value Programme will be split into three
different levels, which will offer channel partners the opportunity to
increase sales and bring added value through service offering and
knowledge transfer. It is a progressive and flexible programme, which
gives resellers smarter tools to boost productivity and reduce costs,
according to Lexmark.
The three levels partner levels are
select, premium and expert. The Lexmark select partner level offers
resellers access to special bid conditions, exclusive price promotions,
discounted demonstration equipment, sales and marketing materials and
access to showroom support. At premium partner level partners also
benefit from loyalty rewards, a privileged lead generator and reseller
gift promotions. Expert partners also benefit from an attractive bonus
plan and rebates, special partner certifications and access to the
solutions centre.
Lexmark has a team of dedicated account
managers to support resellers in the sales process. As part of the
launch, Lexmark is introducing a third quarter promotion to reward
resellers who book in appointments with potential leads. Lexmark will
be working closely with resellers who join the scheme to help them
retain more margin on the sale of Lexmark’s products.
As part of
its UK channel revamp, Lexmark is also launching a dedicated extranet,
offering access to a range of materials from product guides and
brochures to promotional collateral. This also allows resellers to
personalise their offers with their own pricing structure and company
logo.James Kight, managing director at Printerland, a Lexmark partner,
commented: “Now, more than ever, succeeding means going beyond selling
hardware, beyond supplies and beyond the printed page. It’s also about
offering more innovative, value-added solutions to customers that allow
them to work faster, smarter, more efficiently and therefore get more
done. We welcome this initiative from Lexmark.