Oki reseller Danka has copped the rough end of the stick on a $1 million deal to supply 85 digital colour printers to one of Australia's largest private pathology companies, Sullivan Nicolaides Pathology.
Danka will reap a margin off the sale of the 85 units sold; however, the integration and three years of round-the-clock support and maintenance will be provided by Oki, at the customer's request.
Oki marketing manager Jeremy De Silva said that the level of competition in the Sullivan Nicolaides tender forced the vendor to abandon its preferred vendor/reseller model.
If Oki had gone for reseller provisioning, "the price would have blown out", he said.
"There are some pretty onerous conditions [service-level agreements] that a reseller would not be able to back up," said De Silva. "Still, we kept Danka in there."
Oki beat out Lexmark for the deal, which spans the pathology company's laboratories throughout Queensland and Northern New South Wales.
Sullivan Nicolaides Pathology said it selected Oki as part of its aim to reduce printing total cost of ownership by more than 50 per cent, while maintaining a reliable solution for its clients and 1,800 staff.