Toshiba EID (Electronic Imaging Division) has continued to roll out its direct-selling strategy in metropolitan regions, announcing the direct sales and service of its copiers, fax machines and digital printing products in Brisbane.
After replacing its channel partners in Sydney, Melbourne and Canberra with a national direct sales and support service for its city customers, Toshiba EID has decided to also part with its channel model in Brisbane in favour of the direct model.
Toshiba EID has bought out its former channel partner, Future Group, and taken on its staff, while its other former Brisbane dealer, TRS Office Technology, is no longer operating.
"This move is the latest in the strategic integration of direct branches into our network of dedicated dealers across Australia," said Toshiba EID general manager Terry Walker.
According to marketing manager Peter Parry, Toshiba EID's decision was based on demand from major account customers for direct representation from its suppliers. "Our large customers are saying, 'we want to deal with the supplier direct'. In a very competitive market, you have to react to such demands or lose business."
Parry denied that Toshiba EID's decision was based on the poor performance of its channel partners, although he did say "our brand has the best chance with us at the helm".
Toshiba EID will continue to use its channel partner, Copyworld, for sales and service support in Adelaide and Perth. According to Parry, those two cities require local support more than the East Coast metropolitan areas. "They look closer to home for these kind of remedies," he said.
"Copyworld's knowledge, energy and commitment ensures we're getting everything out of the market."
Toshiba EID has a total of 85 channel partners across Australia, which are mostly located in regional areas. According to Parry, the company has no intention of implementing a direct sales and services model in those areas.