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Print.IT Reseller
laser printers
As part of its strategy to become
one of the world’s top five printer
manufacturers, Pantum, part of Seine
Technology, has signed an exclusive
distribution agreement with Spicers.
The arrangement gives the office
products wholesaler sole distribution
rights for Pantum printers and MFPs
in the UK and Ireland.
The agreement covers all distribution
channels, but to start with Spicers aims
to build a network of 200 independent
dealers to sell the new laser printer brand.
The first products to be launched are the
P2000 and P2050 20 page per minute
mono laser printers.
CEO Alan Ball said: “This is a fantastic
opportunity for Spicers and our dealer
partners. The ability to work with Pantum
on this basis provides us with a compelling
business opportunity. We will invest
significant resource into the launch and in
support of our dealer partners.”
He added: “Promoting Pantum
printers to the end-user rather than other
printer brands will give our dealers a real
competitive edge. With this launch, we’re
offering a unique opportunity for them to
maximise both sales and margin.”
Limited competition
Ball told
Print.IT Reseller t
hat having
exclusivity gave Spicers’ dealer partners
a real advantage. “Limited competition
means there is less need to commoditise
the product and the price; we’re offering
the opportunity for higher profitability
on both hardware and consumables with
consistent margins in the mid-20s and
that’s a powerful message,” he said.
Another reason why dealers can look
forward to better margins on consumables
is that Seine has used its experience as a
leading manufacturer of compatible toner
cartridges to make it very difficult for third
parties to develop supplies for its printers.
“Pantum has used its technological
expertise to develop consumables that are
extremely difficult to replicate. Its patented
technology will ensure a single source
of supply, offering a further opportunity
for dealers to maximise margins and
secure long-term repeat business on
consumables,” Ball explained.
This, combined with Spicers’ exclusivity,
should also protect dealers from the threat
of a competitor offering a managed print
solution and taking on their MIF as part of a
new deal. “Our agreement as sole supplier
means that other vendors will be unable to
source consumables for Pantum printers or
service and support them,” he said.
Ball said that the roll-out was being
backed up with after-sales telephone,
maintenance and servicing support. “We’re
offering a first class support package with
a same-day swap out service for end-users
whose printers need fixing. We’ll collect the
broken model, replace it with a new one
and repair their existing printer – a service
that will provide both the dealer and end-
user with confidence.”
Low TCO
Pantum is basing its appeal to end users
on the claim of a greatly reduced total
cost of ownership (TCO) compared to laser
printers from established OEMs.
This, says Ball, is the result of printer
engines that last longer and support
higher monthly workloads than competitor
products (up to 20,000 pages per month
on the P2000 series); a robust build quality
with strong metal frames; an efficient toner
transfer system that reduces toner waste;
the option of cost-saving high capacity
cartridges; low energy consumption; and a
two-year warranty.
“With businesses everywhere
looking to cut costs, the TCO argument
will resonate with our dealer partners’
customer base,” he said.
According to Ball, the reaction to date
has been positive. “Pantum has a proven
track record and is a well established brand
worldwide. They have a structured launch
programme and we know that models
introduced to the UK & Ireland market
have been stringently tested and sold in
other countries: so the risk is low and
reliability is a given,” he said.
“With Pantum, dealers have a unique
chance to secure industry leading margins,
offer a brand new product with a proven
track record, backed up by a service and
support guarantee – what’s not to like?”
The first two Pantum laser printers –
the P2000 and P2050 – are available
through Spicers now. The machines
are set to retail at around £60 and
other devices will be introduced
throughout 2013.
12
Follow the dragon
Spicers CEO Alan Ball outlines the opportunity for dealers
following the announcement that the wholesaler has secured
a solus distribution agreement for the UK and Ireland with
Chinese OEM laser printer manufacturer Pantum.
...Spicers'
exclusivity
should also
protect
dealers from
the threat of
a competitor
offering a
managed
print
solution...
Dealer promotion
To celebrate the launch of the Pantum brand, Spicers is giving
dealers the chance to win a trip to Hong Kong and Shanghai.
The six-month promotion runs from January to June 2013 and
includes defined sales targets. With constant email updates,
dealers will be able to keep a close eye on their progress as they
strive to be one of the lucky few to win a place on the trip.