Following a successful first year of operation and better than expected sales for the period, Xerox Channels Group (XCG) is extending its Xtraordinary Performer (XP) programme to include a wider range of resellers.
Donald Goldfain, GM of XCG SA, describes the move as a reward for the large numbers of resellers that supported the group in its first twelve months of business. "Analysis shows that a significant percentage of sales in the first six months of this year came from non-XP partners," he says.
As a result of this, the company is evolving a new category of partners within the existing loyalty programme. "Xtraordinary Resellers (XRs) will receive additional marketing support and volume based rebates," he says. "The development will in no way change the benefits currently enjoyed by existing partners. The current base of XPs has also made a significant contribution to our success thus far and will continue to benefit from pre- and post-sales support, access to demonstration and evaluation equipment and all the other value-add advantages of being an XP," says Goldfain.
Confirming its channel-centric approach, XCG has also appointed several corporate account managers to market its products directly to end users. "The purpose of this initiative is to raise awareness of our network printers and create a pull for these products in the market. All business will continue to be channelled through our network of XPs and now XRs." "We believe that this strategy, coupled with successes such as that at Nedcor, will ensure that we overachieve on our yearend targets again in 1999/2000," concludes Goldfain.
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