After 20 years with the company, Toshiba national sales manager Phil Cameron has decided to call it a day. The move follows a management restructure, which has seen responsibility for sales in Australia and New Zealand divided into three separate roles.
The loss of Cameron is the only casualty in Toshiba's reshuffle, which will see the removal of an upper management layer and the introduction of a call and technical support centre. Sales staff for Australia and New Zealand will now report directly to Toshiba general manager Ralph Stadus.
"Unfortunately we couldn't persuade Phil to take one of those roles," said Stadus. "Phil is well respected and liked and we will all miss him. We look forward to working with him again in the industry."
Stadus said the changes reflect Toshiba's current business focus -- the sales call centre will give the channel a single point of call for sales.
"We have moved from a fixed base to a more variable sales strategy," Stadus said, adding that the company would direct its cost savings and leads back to the channel.
While the move is likely to be treated with scepticism by resellers, who have heard a similar tune from the likes of IBM and Compaq in the past, Stadus is adamant the vendor will stay with a 100 per cent channel sales model.
"I think Toshiba resellers know us better than that," he said. "I believe IBM is doing completely the wrong thing there. I don't think B2B business works for the small and medium business market, and I spent two years at Dell," he said.
"One of the problems we have faced in the past is that we have been an expensive vendor to do business with. It is important that we reduce costs -- the money we save can be spent on mass marketing techniques to drive business for the smaller resellers," Stadus said.