Fuji-Xerox Printers claims credit card success

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Just six months after launch, Fuji-Xerox Printers has attracted just over 300 channel sales staff to its Mastercard sales promotion, which entitles members to a credit card loaded with cash for each printer they sell.

Just six months after launch, Fuji-Xerox Printers has attracted just over 300 channel sales staff to its Mastercard sales promotion, which entitles members to a credit card loaded with cash for each printer they sell.

The program, which has been open to around 100 of the vendor's 'Star Partner Alliance' members, resulted in the sale of 500 printers linked to the sales promotion since September, said Paul Harman, regional sales manager at Fuji-Xerox Printers.

Under the program, once a reseller is signed as a Star Alliance member, its sales staff can receive the Mastercard. For each printer they sell, varying amounts are placed on the card. For example, if a channel salesperson sells a Phaser 7300 printer, they receive $150 on the card. At the top end, if they sell a $16,000 Phaser 7700, they would receive $300 credit, Harman said.

Fuji-Xerox claimed the program is unique and an Australian first and was one of the longest running cash incentives in the printer channel.

Resellers have used the card incentive to "close Fuji-Xerox business rather than [sell] our competitor's printers," he said.

"I would expect that we'll add another 200 card holders by the end of this calendar year," said Harman.

At launch last year, the company also unveiled a rebate structure which former Fuji-Xerox marketing manager Clare Tipler said was the most generous in the market. Rebates of up to 10 percent were being offered to Elite partners and up to eight percent to Premier partners, Tipler said at the time.

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