Fuji Xerox cuts 200 resellers

Fuji Xerox Printers has dumped its Star Partner Alliance program, effectively cutting 200 resellers from its books.

Instead, the company has launched "X-SELLerator" a new program open to around 100 resellers.

The Star Partner Alliance program was concieved three years ago during Fuji Xerox's acquisition phase, said Paul Harman, operations manager for Fuji Xerox Printers Oceania.

"It didn't take much for resellers to stay in our previous program. They had to [sell] $25,000 [worth of products] per quarter and that was it," he said.

Under the X-SELLerator program, the vendor wanted to become the printer product of choice for resellers and expected resellers to make its products the major focus of their sales.

"We don't want Fuji Xerox products making up just 20 to 30 percent of their sales and the rest of [their sales with] other vendor's products.”

The program contains two levels: Mach 1 and Mach 2. The top level Mach 2 partners receive rebates of up to seven percent based on unit sales while Mach 1 partners recieve a four percent rebate, Harman said.

Resellers also receive access to marketing development and co-op funds, a personalised Fuji Xerox Printers MasterCard for use, demonstration program and training and certification services.

“The Fuji Xerox Mastercard, will contain anywhere between $25 to $200 [credit] depending on the number of units sales people sell,” said Harman.

Harman wouldn't comment on what resellers had to do to stay in the X-SELLerator program. However it hopes to qualify more resellers in the future, said Harman.