Konica Minolta is placing a stronger emphasis on the B2B channel and has brought on NSW-based Impact Systems to distribute its printers and consumables.
Konica regional sales manager, Chris Thorley, said the vendor was in the process of changing its model in Australia and shifting its focus from retail to the channel.
"We spent the better part of two years heavily investing and engaging in retail that in the long term wasn't fitting well with our product range, which really is geared towards the business market," he said. "We needed to put our attention back into the B2B space, which is where we were about five years ago. We had removed ourselves to a degree from it and started partnering with retailers.
"We haven't completely abandoned retail - we shifted a majority of our focus into the business space."
Thorley said its B2B go-to market model consisted of distributors and a small selection of direct partnerships with resellers.
"About 20 per cent are direct business partners but we still prefer to put the majority through distribution," he said.
Impact Systems joins Ingram Micro and Alloys International in the hardware distribution stable. Thorley said Konica would like add another distribution partner to its network.
Impact Systems managing director, Peter Agamalis, said Konica provided the distributor with a competitive edge in the market.
"Konica's approach to the market fits in perfectly with our business model," he said. "It's refreshing to see they have taken an ambitious approach to build their printer base in this part of the market and they've certainly adopted a level of forward thinking in terms of their forthcoming product set."
Impact's resellers can apply for Konica's Champion program and gain reward points and cashback offers, Agamalis said.