Kyocera Mita SA (KMSA), the local subsidiary of the Japanese maker of Ecosys laser printers, digital copiers and multifunctional devices, has awarded distribution rights to Pinnacle Micro (PM).
KMSA cites PM`s geographical reach, reseller base, commitment, empowerment credibility and corporate as well as government involvement.
Martin Peen, sales and marketing manager for KMSA, says the company imported, distributed and marketed the range since January, using copier-centric resellers. "To increase availability, we appointed Pinnacle Micro, and are targeting the top-end of their reseller-base," he says.
KMSA and PM will together undertake a dealer road show, to train resellers on the Ecosys range, spanning from 14-page-per-minute (ppm) desktop printers up to 50ppm copier-printer-scanners.
KMSA GM Wayne Holborn says the "Ecosys concept" is an important part of the company and its partners` armoury. It claims minimum waste, with only the toner being replaced and not the complete imaging unit, "lower TCO [total cost of ownership] and total cost of servicing than KM`s competitors", because of the modular nature of devices and standard components, and standard interfaces and drivers.
"The upfront cost is only one-tenth of TCO," he says. "Our TCO can be a third of our competitors." KMSA and PM will give the new channel a tool that calculates printing TCO.
Target market
KM focuses on the business market, selling print-engine based devices that only use toner. "Often we find companies going for our technology, because their employees won`t be tempted to take our consumables home," says Peen. "Inkjet vendors have a problem in that regard."
Dealers and servicing companies can make more money servicing and selling KM machines, he adds, since the service intervals are "longer than the industry average" at up to 500 000 outputs on midrange multifunctionals.
Trevor van Zyl, PM operations director, adds: "The low TCO and cost per page offered by Ecosys differentiate these printers from competitive brands."
PM was chosen for its countrywide branch presence, consortia with empowerment firms and government involvement and the fact that it is not entrenched with other printing vendors. Rather than give equity in a 100% subsidiary of a multinational, KMSA will enter into partnerships with empowerment firms and consortia, for mutual benefit, says Holborn.
KMSA hopes the partnership will increase its poor market penetration of 1.5% in lasers to 10% within 18 months. The company`s copier turnover is around R160 million, expected to increase by 30% with the inclusion of printing.
Share
