Canon adds Midwich to portfolio

Canon has added Midwich Thame to its growing list of UK distributors, as part of the vendor changes tact with its sales strategy.

The Norfolk distributor will supply the broadest range of Canon products, which will incorporate fax, multifunction products, digital cameras, scanners and mono and colour laser printers. Midwich will concentrate on pushing the products to Soho and SME markets.

Mark Robinson, channel marketing manager at Canon, said the appointment of Midwich Thame reflected the vendor's decision to appoint distributors based on their ability to work with products across the range, rather than with individual product categories.

He refused to rule out further changes to Canon's distribution line-up.

'The appointment of Midwich Thame reflects the way we will be constantly reviewing our channel policy,' Robinson said.

Nick Culley, product manager at Midwich Thame, said the company had been talking with Canon for 'a couple of years'.

'It has now made changes to its marketing policy, which means more goes through the channel and we are happy with that,' he said.

Culley claimed there was minimal overlap with Midwich Thame's other peripheral lines, which include Brother and Lexmark. 'The fundamental issue for both parties was that any extra business had to be incremental or there was no point in the partnership,' he added.

Andy Dow, general manager, of peripherals at Computer 2000 said he was unconcerned about the addition of another distributor. He also denied that Canon, whose other distributors include CHS Electronics, Ingram Micro, Micro Peripherals and Interface Systems, was spreading itself too thinly with the addition of Midwich Thame.