David Nuttall, export manager for DEVELOP GmbH, a leading provider of modern office communication solutions talks about how the company is developing its channel business.
Q: What is your route to market?
A: Develops business is carried through the indirect channel. We prefer to concentrate on building a long-term relationship with selected distributors who in turn build up a preferred dealer network. Develop is established in 44 countries, our partners also include resellers and system integrators. We do not deal with end users!
Q: Why do you think partners and customers choose to work with you?
A: Because of our excellent colour and black and white MFP products and our commitment to prevent channel conflict by serving the indirect channel only.
Q: How do you support your channel?
A: We provide full product support which includes personalised technical and sales training, e-launch for new products, dboxWeb databank, dtraining Technical CBTs, dnewsnewsletter.
Q: What benefits and incentives do you offer to your existing partners/new partners?
A: Launch events and incentives, individual commercial support, installation of dpointa working showroom, dshopweb shop and we provide full marketing support for local partners
Q: Do you want new partners now? What qualities/skills are you looking for in new partners? You can relate this to your new range of products if you wish.
A: To dominate the colour market means to dominate the total market in future. Develop intends to increase its presence in the UK and will use its superior range of colour MFPs to achieve this. We have the best products to gain and dominate colour print volume, and to achieve this we are selecting new partners. However, our aim is to work with a few select partners, focussing on the dealer sales channel to avoid the conflict between direct sales and the dealer sales channel that is present with other brands.