Groenendaal aims to increase distribution of printers and low-end multifunction devices (MFDs) in SA through Bytes distributors, Square One and Rectron. She is targeting a greater portion of the printer market, which research firm IDC believes will grow by 8,8% in terms of printer shipments in 2006.

Expanding our presence in the office printer market to give customers affordable and function-rich alternatives to those brands currently leading the market, must be a focused, targeted effort, Groenendaal says. The arrangements with Rectron, with its 3 000-strong partner channel, and Square One must be managed effectively to maximise success of the channel. Our distributors and their resellers must feel valued and appreciated, they must be supported in their efforts to take Xerox products to market, and they must benefit from working with us.

Rectron takes to market entry- and medium-level Xerox printers, copiers and MFDs, aiming to expand the brand footprint and to ensure that organisations of all sizes are presented with product and solutions that cater for all their printing needs. Square One is a boutique distributor for Bytes Document Solutions, distributing specialised Xerox equipment to the market.

Bytes Document Solutions is catering for a growing, increasingly demanding market, where it is essential to differentiate yourself among the myriad offerings, Groenendaal says. We are emphasising loyalty, as it is vital to successful channel operations. Creating loyalty requires an understanding of the environment, setting targets that are appropriate and achievable, measuring progress against these targets, and then providing the necessary support and training required. It relies on transparency, understanding and support. Bytes Document Solutions is in a position to enable all of this.