Zebra Technologies' partners set for printer revenue
Vendor's new programme allows firms to replace old thermal printers at a discounted price
Zebra Technologies has claimed its partners can ramp up sales with its latest scheme aimed at encouraging end-users to upgrade their outdated printer hardware.
The vendor said its printer replacement programme is set to increase sales opportunities for Zebra partners by allowing firms to replace old thermal printers at a discounted price. The programme is available to all partners that are members of Zebra’s PartnersFirst scheme.
Marion Obergfell, EMEA channel marketing manager at Zebra, told CRN: “Across EMEA we think there are 150,000 units that need replacing. The scheme will run until April 2007 and focus on our high-end products, but we may look to run it later in the year and open it up to include a broader range of our products.”
According to Obergfell, the typical printer reseller is not that proactive at revisiting its installed base.
“A core part of traditional printer VARs’ business comes from existing customers, but in our market resellers tend not to revisit customers,” she said. “This replacement programme gives partners the excuse to go back to existing customers.”
Xavier Cartiaux, managing director of Zebra distributor ScanSource Europe, said: “This programme generates a means to increase business right across Europe. It gives our VARs a good reason to call customers and create extra demand in the channel.”
Ashley Ford, sales director at Zebra, said: “Zebra is offering a full range of marketing materials and support for resellers on the programme. We’ve aimed to make the scheme as user-friendly as possible.”