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KDUK signs first new distribution partner in more than a decade

Exertis has joined existing partners Midwich and Ingram Micro to support Kyocera Document Solutions UK’s goal to double hardware revenue through the distribution channel over the next three years

With Exertis’ appointment, the first change to its distribution line-up for more than 10 years, Kyocera says it has renewed its commitment to the office print market.

KDUK Head of IT Channel Sales, Moya Kelleher said that this is a complementary appointment. “Our growth plans and channel management strategy have been structured to ensure this appointment delivers net new growth. Each distributor will have access to the same product portfolio but can deliver their own value add proposition. The addition of Exertis extends the reach of Kyocera to more partners and opens more opportunities for the channel.”

Exertis has supplied genuine Kyocera consumables since 2004 through its specialist supplies division.

Under the terms of the new agreement it will also offer a wide range of the OEM’s transactional print hardware including colour, mono, A4 and A3 printer and multifunctional devices, software and apps.

Kelleher admits that having maintained its distribution structure for the past ten years appointing a third partner wasn’t a decision taken lightly. “The opportunity to reach an extensive community of Exertis partners to either introduce or re-introduce Kyocera to them is hugely appealing and we look forward to a successful partnership,” she said.

Sales success
KDUK has continued to enjoy success within its core hardware business. The company says sales within the UK&IE Laser A3 Colour MFP 21-90 ppm market over the past five years have grown by 46 per cent in a market that grew by only four per cent. Moreover, market share has increased from seven per cent in 2014 to ten per cent in 2018. Kelleher said that the majority of growth in this area has come from its indirect channel, with distribution playing an ever increasing role.

Sales of printer hardware through distribution in Western Europe has been showing fairly positive trends in most categories in 2018 with a double-digit growth in the UK for the first part of Q4 (Oct/Nov), according to CONTEXT, the IT market intelligence company. KDUK is looking to double hardware revenue through distribution over the next three years and Exertis, with its Norfolk-based specialist print division, dedicated to selling to traditional resellers who understand the OA market, is undoubtedly well positioned to support them in achieving that goal.

“The distribution channel is very important to our business, which is why we are investing in expanding our distribution partners,” Kelleher explained, adding: “There are no plans at this stage to add more, but if the business justifies it and we can deliver growth, then we would consider appointing more partners in the future.”

Ambitious growth targets
KDUK Sales Director (Indirect), Peter Lunn acknowledges that the company’s growth targets are ambitious. He said: “When choosing a new distribution partner, it was important for us to find one that would support our ambitious growth targets and expand our reach, whilst also delivering real value to our reseller customers.”

Kyocera says that adding Exertis to its distribution portfolio will give partners further choice in terms of service levels, value-add, price and commercial agreements. “Our growth strategy is built around expanding our market share, which we have successfully been doing,” Kelleher explained. “We will deliver new product strategies to support the value and volume channel partners and will recruit new partners in all sectors as part of this strategy.”

She continued: “We deliver value add through our partner programs. We will be working with Exertis and our existing distribution partners to enhance the Kyocera OEM offerings and provide resellers with unique solutions with our HyPAS apps such as the Post Now App or the app we recently launched for the CLA.”

Alistair Coyne, Exertis General Manager, Print, said the addition of Kyocera to its portfolio provides is resellers with an excellent range of products that are renowned for quality, reliability and low total cost of ownership. “With our dedicated print team and value-added services, we look forward to growing the Kyocera opportunity with our extensive reseller network.”

KYOCERA and Exertis will be providing reseller training and promotions with rebates and MDF for managed accounts.

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