Print.IT Reseller - issue 57

HOT TOPIC continued... GERMAN ENGINEERING FOR YOUR BUSINESS AND CUSTOMERS Parsia Managed Supplies Services supply the aftermarket with a full range of OEM and high quality generic consumables. If you are in the Managed Print business please speak to us – we can provide you with a unique bespoke service. www.parsia.co.uk · Tel: 020 8453 6580 All of our products are fully tested in our technical laboratory in Germany where we maintain a fleet of over 150 devices that our Engineers use to ensure the highest quality standards are met or exceeded. Welcome to your new Strategic Partner! n Keep It Simple n Quality Products n Support When You Need It n Communication n Comprehensive Warranty sales, Moya Kelleher, Head of Channel Sales at Kyocera Document Solutions UK answered: “Yes and no.” She said: “We do get feedback from our partners that they still like the traditional rebate model as revenue based rebates still help drive business behaviour. However, I think there does need to be some change. With multiple vendors running similar programmes, there is little to distinguish them and therefore no real customer loyalty gained by them. “Partner programmes should deliver on more than just unit sales or revenue targets. They need to drive a true partnership – rewarding other activities such as sales out reporting, trading accounts and participation in sales and service training,” she commented. Volume vs. value Phil Jones, Managing Director Brother UK says that without doubt the balance of rebate model of volume vs. value has shifted in the past few years as vendors have made the shift from box moving to solutions. “Attention goes where the money flows and the focus from vendors Damien Evans