Xerox South Africa has re-affirmed its commitment to the IT channel as one of its primary indirect routes to market with the appointment of Advanced Consumables Technology (ACT) as its second distributor. ACT will focus on the distribution of printer consumables, supplementing Square One, Xerox`s incumbent hardware and consumables distributor.
The appointment is of significant strategic importance to Xerox South Africa, which has undergone a number of changes in the past year.
"We have restructured our business in line with a global focus by the company, which enables us to segment our target markets effectively to ensure we provide all of our customers with the services and technology they require," comments Rob Abraham, managing director of Xerox South Africa. "This new strategy has already delivered a number of benefits to the business and this renewed focus on the channel and the value-added resellers is just a further elaboration of that."
Appointing a second distributor enables Xerox to meet the large demand for its consumable products, ensuring total coverage of the South African market and guaranteeing that all organisations have access to Xerox products and services.
Lesley Faber, Xerox channels manager, believes the company has a compelling channel offering. "It is a worldwide Xerox philosophy to invest significant amounts into researching and developing the best technology. In SA, this investment is now extending to our channel. We are offering all of our channel partners, both new and established, world-leading technology and a range of printing solutions that cater for the complete office environment. We also offer extensive training, regular product updates, ongoing technology improvements, marketing support as well as direct support from the Xerox team if required."
"We`re proud to be appointed as the second South African Xerox distributor," commented Garry Pickford, sales director for ACT. "Xerox has an excellent product range and a pricing structure that is highly acceptable to the market, and our resellers."
ACT, a company within the MB Technologies group, was formed in December 2001 to cater specifically for the distribution of consumables. "This innovative approach to addressing distribution needs is one of the reasons we identified ACT as a perfect distribution partner," comments Faber. "ACT has the focus and experience to ensure optimum speed of delivery on all our consumable products, ideally complimenting the extensive reach that Square One has built up over many years for distributing our hardware."
As part of its new channel strategy, Xerox also launched an incentive programme to be driven through both distributors. Based on a points-per-unit structure, the programme encourages resellers to accumulate points and build up towards a variety of prize options.
"We believe that the secret to a thriving channel relationship is to plan ahead for long-term mutual business success, and this is just the first step through our channel programme. We know we have the right combination of products and services to satisfy both channel and customer needs, partnered with a sincere commitment to the channel to work together to strengthen Xerox`s position as the leading global digital printing company," concludes Faber.
For more information on Xerox, visit www.xerox.com/news.
Share