It is not often that a channel restructure translates into additional margin for resellers, but Fuji Xerox Phaser Printing (FXPP) has rejigged its channel program to offer partners up to 10 per cent extra rebate under its Star Partner Alliance.
Over the last four years, the number of FXPP resellers has grown by 200 per cent. The vendor has traditionally maintained a fairly flat channel structure, but its expanding reseller base prompted an approach that recognises the success and commitment of its partners, said FXPP marketing and communications manager Ben Gardem. Under the new program, resellers will maintain a 10 to 12 point margin on the product sale.
"As resellers become more committed, they can earn up to 10 per cent extra rebate on the Star Alliance program," he told ARN. "Right now, dealers are looking at bringing more profit margin back into each dollar that comes into their business."
FXPP is also kicking off its recruitment drive for partners with a special offer for new resellers. Dealers who sign up with the vendor by September 15 will have their purchases backdated from July 1 to count towards their rebate calculations.
The program incorporates four partner levels: Elite Partner, Premier Partner, Authorised Partner and Partner. Resellers must fulfil a number of fixed requirements, but have a choice of other qualifications. The scheme is designed to let resellers tailor the program to their business, said Gardem. For example, under the old program resellers had to carry hardware demonstration equipment, but under the new scheme this requirement is not mandatory.
"Obviously we have some fixed requirements in terms of the level of success, but the flexibility of the program is an indication of the types of skills we would envisage our core partners to display," he said.
"Every business is different and we can't expect every reseller's business strategy to be the same. But this way they can still achieve their points."