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Cellnet, Dicker cut from Kyocera distie list

Cellnet, Dicker cut from Kyocera distie list

Printer vendor drops two distributors under new national rationalisation channel plan

Printer vendor, Kyocera, has dumped Cellnet and Dicker Data from its distributors list as it seeks to rationalise its national wholesale model.

Kyocera managing director, David Finn, said the splits were amicable.

"We simply wanted to rationalise our distribution and work with partners which wanted to go in the same direction," he said.

The printer vendor is currently handled nationally by industry giant, Ingram Micro, and Dynamic Supplies. It also maintains distributors on a state-by-state basis, including J Mills in South Australia and Alloys International in Victoria.

Dicker Data sales manager, Chris Price, said the change would have little effect on the NSW-based distributor's business.

"We only have a certain amount of room in the warehouse and when a $200 printer product takes up the same space as a $6000 server, it's an easy thing to work out," he said. "Kyocera product was taking up about 10 per cent of warehouse space but contributing less than .05 per cent of revenue. The numbers just didn't add up for us."

Dicker took on the full range of Kyocera product in February last year. Price claimed it soon became apparent it wouldn't be able to do the numbers Kyocera was looking for.

"We have a lot of SMB focused resellers and Kyocera doesn't have a line-up that really targets SMBs," he said.

Equally nonplussed about being dumped was Cellnet general sales manager, Martin Bicknell.

"From our point of view, we always have to look at rationalising vendors where it makes sense," he said. "This was a mutual decision between us and Kyocera. We had to look at the vendor's performance and our product mix going forward. We already have so many printer vendors on-board anyway."

Finn said Kyocera wouldn't seek to replace either Cellnet or Dicker directly. Instead, it planned to explore vertical market opportunities.

"When I say we're looking at vertical markets, I could mean somebody who builds whiteboxes," he said. "There are whitebox manufacturers who need printers but they don't want to recommend an HP printer."

For more on this story, check out the May 2 edition of ARN.


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