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Kyocera cracks govt lockdown on dealers

Kyocera cracks govt lockdown on dealers

The NSW Government has agreed to allow dealers to service copiers and multifunction devices (MFDs) in metropolitan government accounts after Kyocera met with state purchasing officials last week to argue the case on behalf of dealers.

Previously, the structure of 390 copier contracts meant that Kyocera and other vendors had to service machines directly without the involvement of reseller partners.

Paul Finn, national sales manager for Kyocera, said the NSW Government's concession is a big coup as approximately 80 per cent of government business comes out of metropolitan areas.

Kyocera will be selecting authorised dealers to partake in the servicing. These dealers will be required to submit a written agreement to adhere to the terms and conditions dictated by the Government and the onus is on Kyocera to educate dealers as to what these terms and conditions are.

Kyocera managing director David Finn said the move demonstrates the ability of technology vendors to sway the Government's purchasing behaviour. The 390 contracts are pertinent only to copiers. Printer contracts, (known as 2308 contracts) have no restrictions in terms of dealers selling or servicing them, yet Finn agrees that many vendors sell direct under the pretext of "buyer's preference".

Meanwhile, Canon has stitched up the direct supply of approximately 500 MFDs over three to four years to the ACT Government. The contract covers testing, maintenance and support of the high-end devices (15 to 80 copies per minute) throughout a range of facilities, including government buildings, schools, hospitals and emergency services.

Mark Deere-Jones, general manager of Canon Australia's business imaging solutions group, said CSC, the primary supplier to the ACT Government, will not be training its own staff to service the machines and that Canon did not offer CSC the task of taking care of procurement and on-going maintenance.

"Canon doesn't sell or service through dealers in metropolitan areas, to government or commercial businesses," said Deere-Jones.

He said the only printers that go through dealers in metro areas are "Business to SOHO and Business to Consumer", which effectively translates to inkjet products. Meanwhile, all printers and MFDs sold with a service contract -- most of the laser technologies -- must be sourced directly from Canon.

Deere-Jones said in regional areas Canon does employ authorised agents to sell business machines.


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