Sony Semiconductor and Electronics Solutions (SES) has beefed up its channel offerings with additional rebates and incentives.
VARs signed to the Sony 1 programme will be offered online training and rebates for establishing end-user relationships.
The changes involve Sony’s entire range of tape libraries and autoloaders using AIT and S-AIT technology. Resellers and end-users will also receive rebates and incentives on all Sony automation products.
David Bennett, senior sales manager for Sony’s European channel, said: “Our resellers initiate the sale and then lose out when someone comes along with a better price. We pay the reseller directly for the opportunity and this stops the smaller VAR from being undercut.”
Peter Nice, marketing manager at Sony distributor Imago, said: “It is encouraging VARs in the right way and enables them to sell on the benefits of the product and manufacturer.”
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