Epson has restructured its local management team in a bid to better support its retail sales channel. The decision has resulted in four redundancies.
Marketing director, Mike Pleasants, said the company's retail business had become significantly stronger in recent times. Mass merchant partners include Harvey Norman, OfficeWorks and Dick Smith.
"It's about 50/50 [retail/distribution] now," he said. "Four years ago, it was more distributor weighted, with as much as 75-80 per cent going through that channel depending on product range.
"I think all of the industry has seen an increase in retail activity."
As a result, Epson has retrenched two regional sales managers in Queensland and Western Australia. Regional managers in NSW and WA/NT will now fulfill their responsibilities.
It has also cut two staff from its call centre. The changes came into effect earlier this month. Pleasants said it was increasing retail resources by adding merchandisers and account managers in WA and Queensland.
"The changes are in order to make sure we have retail covered in those two territories and have more support to address their needs," he said.
But despite the growing focus on mass merchants, Pleasants said Epson would continue to give the IT channel access to its full range of products.
"For products $US1500 and under, there's no differentiation [between retail and IT]. The area where we get more channel specific is the large format printing - about 44-inch wide," he said. "There's a higher skill set required, and we have a dedicated division looking at that."