Specialist printer distributor CIE Pacific yesterday announced its appointment as a Kyocera distributor, the latest in a raft of agreements the Siltek group member has signed over the last couple of months.
CIE will offer Kyocera's entire range of products through its existing 10,000-strong reseller channel.
"We have been known for our high-end speciality while Kyocera are more renowned for their low-end offerings. But we wanted to offer complete solutions for printers so we need to convert our resellers to Kyocera as well," said Michael Rebiffe, general manager of CIE Pacific.
Kyocera's channel will also see some of the action with Rebiffe planning to distribute its whole range of printer products through it as well as its own channel. This includes pitching the merits of C.Itoh and Genicom -- the other brands it stocks.
C.Itoh and Genicom are both newly signed partners in CIE's range, with Genicom and Kyocera exclusively Australian deals and CIE offering C.Itoh first in Australia but eventually moving into the Asia-Pacific region as well.
CIE reseller partners will be signed on as members of the distributor's "Club CIE", which includes its loyalty bonus program, and requires them to commit to selling $50,000 worth of printers annually.
In return, CIE promises technical support, lead generation, preferred dealer prices and financial services.
"For large bids and tenders resellers might have the technical expertise but they won't have the products or financial capital. We can extend their credit limit in those cases," explained Rebiffe.
He also assured potential resellers: "We're getting away from the usual 4 to 5 per cent margins and getting into double digits."