Seiko Instruments Inc Seiko Instruments USA Inc
Graphic Devices
and Systems Division
1130 Ringwood Court
San Jose California 95131
Fax (408) 922-5840
Phone (408) 922-5800
News Release
FOR INFORMATION CONTACT:
Cheryl Landman
Seiko Instruments USA, Inc.
(408) 922-5950
SEIKO INSTRUMENTS USA TO SELL COLOR PRINTER
FOR MACINTOSH EXCLUSIVELY THROUGH VARS, DEALERS
SAN JOSE, Calif. (Feb. 2, 1990) -- Seiko Instruments
USA, Inc. said today it will sell a desktop color printer for
the Apple Macintosh computer exclusively through value-added
resellers (VARs) and dealers.
The first products offered under the new program is the
QD-5500 series of desktop color printers for the Macintosh.
Other Seiko Instruments products will be added as they are
introduced.
The Graphics Devices and Systems Division of Seiko
Instruments USA is placing emphasis on selling its desktop
presentation products through reseller channels; a direct
sales force sells its other products.
The company expects to sign as many as 150 dealers and
VARs in the next six months.
SEIKO DEALER/VAR PROGRAM
"Rapid changes in the color computing market demand that
companies balance their sales activities through direct and
reseller channels," said Andrew Wei, general manager for the
Graphics Devices and Systems Division. "We expect our
resellers to prosper from the programs that aim to take
advantage of the high-growth, high-margin opportunities in
the color peripherals market."
All Leads to Resellers
Unlike reseller programs of some peripheral suppliers
that primarily benefit direct sales forces, the new program
extends the reach of both dealer and VAR sales forces.
"We will not compete with our dealer and VAR partners,"
said Wei. "If a Seiko Instruments sales representative
learns that a major account wants to buy desktop color
printers, he will channel the lead to the appropriate
reseller.
"Generally, those firms with direct sales forces keep
major accounts or large orders," Wei added, "and those
without a direct sales force often do not have the resources
to pursue major contracts."
SEIKO VAR/DEALER PROGRAM
Reseller Oualification and Benefits
The program will limit the number of VARs and dealers by
geographical region, area of specialty, or both.
Seiko Instruments USA is seeking dealers and VARs that
meet the following qualifications:
- a demonstrated success in at least one major application
area within major accounts;
- maintenance of an outside sales force;
- a commitment to invest in demonstration tools;
- and participation in joint marketing programs.
Seiko Instruments assigns an account manager to each
reseller, who can make joint sales calls on major accounts,
provide training and general sales support. A marketing
support group is available to provide technical and
application support. Additionally, Seiko Instruments USA
offers a Scoop program, which allows VARs and dealers to
recoup a percentage of their promotional expenses.
Qualification packets are available from the Graphics
Devices and Systems Division of Seiko Instruments USA in San
Jose, Calif.
For more information call 1-800-873-4561, or contact
Seiko Instruments at 1130 Ringwood Court, San Jose, CA 95131.
Seiko Instruments USA, Inc. is a subsidiary of Seiko
Instruments, Ltd., a major international manufacturer of
high-quality graphic devices. The San Jose-based Graphic
Devices and Systems Division markets, supports and services
these products in the United States and Canada.
