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Distie to cull channel

Distie to cull channel

When distributor Modulo Systems announced on Tuesday night that it would be the sole full service distributor of QuarkXPress publishing software in Australia, resellers seemed upbeat about the service and support being touted.

But in a twist that is unlikely to prove popular with all its resellers, the distributor has also indicated it will be reducing its channel from the existing 400 partners to around 40.

Amanda Russell, general manager of Modulo Systems in Australia, defends the move however, saying it will allow the distributor to have better relationships with its remaining channel partners. She also asserted that it would mean less competition in what can be a small margin market, and would result in better service and support for end users. "In a market like Australia you can't have that many [channel partners] - it doesn't work," she said.

Russell intends to meet with every reseller in Australia she can get a hold of, and expects the reduction in the size of Modulo's channel to be completed by around September/October. She was also adamant that the distributor would be selling QuarkXpress products solely through the channel. "It's the best way to ensure sales," she said. "If you compete with [your] resellers, you're basically competing with the people you're supposed to be supporting."


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