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Lexmark looks to boost UK reseller base

by Stuart Wilson, Thursday 3 July 2008

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.”

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April, 2021

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