Printer vendor Fuji-Xerox has initiated a channel marketing program offering its Star Partner Alliance members a credit card loaded up with credit for each printer they sell, in a move claimed to be an Australian first.
Under the program, reseller sales reps would receive a Mastercard from Fuji-Xerox and would be eligible for credit to use at their leisure, according to Clare Tipler, marketing manager, ANZ, at Fuji-Xerox Printers.
For example, if a sales rep sold a Fuji-Xerox A3 colour printer, the company would credit $80 to the card, she said.
In addition, the company has also launched a fresh rebate structure which Tipler claimed was the 'most generous in the market'.
Rebates of up to 10 percent are being offered to the company's Elite partners and up to 8 percent to Premier partners. Authorised resellers - which make up the majority of Fuji-Xerox's channel - can grab rebates of between 4 and 5 percent, Tipler said. Rebates are earned on a quarterly and annual basis, Tipler said.
She claimed that Fuji-Xerox is spending the majority of its marketing funds on channel marketing as opposed to display advertising in newspapers and magazines. 'This will benefit people that want to sell our printers. That's what it boils down to - we're trying to make it easy for people to sell our printers,' Tipler said.
Tipler said that under the credit card scheme, resellers can only spend 'as much money as we credit to them'. Tipler said the Mastercard promotion was voted the most popular channel program by the US channel. 'Nothing like this has ever been done in Australia at all,' she said.