Konica Minolta Printing Solutions has appointed two regional distributors alongside existing national partners Ingram Micro and Alloys International. Perth-based Zeus Technology will carry the printing vendor's full range in WA, with XIT Distribution performing a similar role in Queensland.
"Ingram is broad-based with more than 100 vendors so it's probably difficult for them to focus on one," national sales manager, Warwick Ingle, said. "Alloys concentrates more on NSW and Victoria. We need local showroom capabilities to sell our printers." Local market knowledge had already helped XIT to produce some strong results, Ingle said.
"XIT's history goes back to ITWholesale/Cellnet, so they know the market very well and their enthusiasm and hunger is fantastic," he said.
XIT managing director, Santo Pappalardo, said being state-based meant the company could offer personalised, same-day service to the vendor's strong following in the market.
According to Ingle, Zeus' high stock requirements, despite largely catering to small consultancies, had prompted its appointment.
"With Alloys not being present in WA, and Ingram short on storage space, the wait for stock in that state has been long," he said. "Zeus can supply that market much quicker."
For Zeus' general manager, Mark Starling, having a direct supply of Konica Minolta would allow the company to move into the retail space.
"We also stock HP because it gets people in the door, but Konica Minolta will allow us to offer another primary solution at a good price point," he said.
The two appointments would also address any reseller fears about the vendor's channel intentions, Ingle said.
"Because we also have an imaging division and a copier division, there is a myth that the printing division sells direct, but we don't," he said. "Greater representation of the product through distributors helps dispel those doubts."