Digital imaging vendor Agfa has dropped distributor Aptec in favour of Computers Unlimited (CU) to regain market position within the mid-range sector.
Aptec had sold Agfa's mid-range scanner products for several years but, following its acquisition by CHS Electronics, the vendor felt there was a lack of focus by the distributor on its products.
Scott Lester, channel sales manager at Agfa, said: 'Terminating Aptec's contract was not an easy decision as it worked well with us. But we decided we needed to adopt a more aggressive approach.'
As part of the supply agreement with Computers Unlimited, the distributor will sell Agfa's Duoscan Solo T2000xl and T2500 exclusively. It will also supply Agfa's digital cameras and low-end Duoscans, which are also available through distributors Computer 2000, Ingram Micro and Micro Peripherals.
The supply deal will take effect on 5 May.
'Agfa has experienced tremendous success in the volume market and as a result of that success, lost some focus within the mid-range segment,' said Lester. 'By appointing CU to spearhead Agfa's return to this sector, we aim to balance the business more efficiently.'
To encourage all mid-range scanner sales to go through CU, Agfa has cut margins by 20 per cent for dealers who buy direct.
Commenting on the deal, Richard Love, publishing group business manager at CU, said: 'As part of its strategy, CU works very closely with key resellers where products need to be sold rather than just put in a catalogue.
We can also handle the volume market alongside the Var model.'
Aptec was unavailable for comment.
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