Exabyte throws carrots at channel with new incentives

Exabyte throws carrots at channel with new incentives


Exabyte Asia-Pacific has announced a lucrative reseller and distributor rewards scheme, reflecting intensifying competition in Aust-ralia's booming storage market.

Known as the Byte Reward scheme, the company is attempting to encourage individual reseller and distributor sales executives to boost sales across its entire range by allocating points, or "bytes", to its products which can be exchanged for prizes ranging from electronics and fashion goods through to luxury holidays.

Richard Giddey, Exabyte's Australasian regional manager and architect of the scheme, said it is designed to boost what he concedes has been a "quiet time" for the company after its delayed Mammoth 1 product launch.

Exabyte did not release exact sales figures, but reports that Q1 this year was up 40 per cent and Q2 up 80 per cent on last year's figures.

With the launch of the company's Mammoth 2 line, the company is attempting to capitalise on the delayed launch of Super DLT technology. "I'm trying to turn the channel on and generate as much mind share as possible," he said.

Last year the company had six distributors in Australia and two in NZ, now down by two in Australia. The remaining distributors are ACA Pacific, 1World and Datastor.

"I am now comfortable with the distribution channel we have," Giddey said. The promotion started on April 1 and runs to December 31, with prizes redeemable until January 15 next year. Resellers and distributors can also claim "bytes" against sales made from the beginning of April.

The promotion is stagedon, allowing participants to update their file each time a sale is closed.

It is open to members of the Exabyte channel who are legal residents of Australia and the Asia-Pacific region.

After one week of promotion just 50 individual resellers and 15 distributors had joined the program, but Giddey anticipates up to 350 participants.

He explained participants begin as Classic Members, progressing through to the Premium and Platinum levels by earning more bytes.

At the highest level, Platinum, gifts include entertainment systems, watches, PCs, notebooks, a $US1500 shopping voucher and overseas holidays.

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