Kodak signs distribution deal with Northamber

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Kodak signs distribution deal with Northamber to broaden sales of its workgroup and departmental scanners

February 26, 2007 - Kodak today announces that it has signed a distribution deal with Northamber PLC which, for the first time, extends sales of its workgroup and departmental scanners to over 5,000 general IT resellers throughout the country.

Northamber is one of the UK's best known general IT distributors of computer hardware, printers and peripherals, computer telephony products and other electronic equipment. The new distribution deal encompasses a range of Kodak's workgroup and departmental scanner technology including the recently announced, award winning, i1220/i1320 models.

David Whitton, Kodak's national sales manager, explains, "For many years, we've had excellent distribution in place to reach specialist document management resellers through our existing partners. Today, the growth in the market is with distributed scanners, namely the departmental and workgroup segment. In this area, we feel there is a far wider IT reseller base to sell to hence the appointment of Northamber."

Effective immediately, the new agreement offers Kodak the opportunity to work through Northamber's 5,000 plus resellers as it seeks to reach more small to medium sized businesses (SMBs) for whom document management is now far more accessible as the technology has become more affordable. Northamber was appointed as it has an excellent track record of success, and broad reach in the UK market.

According to analysts, InfoSource, the market for departmental and workgroup scanners was extremely positive in 2006 compared to the previous year, with growth of 34% and 28% respectively. InfoSource predict that both sectors will maintain a compound annual growth rate (CAGR) of 7% in the period 2007 to 2011.[1]

Whitton continues, "Of course Kodak will still work with its existing distribution partners and we look forward to continue being very successful with them. The time is right, however, to take a broader approach to the market especially as we have products in the £400-500 price range, which combined with appropriate software, means a perfect entry level document management solution for SMBs."

Henry Matthews, Northamber's managing director, says, "With the predicted growth of distributed scanning, we welcome the opportunity to work with a brand as well-respected as Kodak and therefore view this as a great expansion opportunity for Northamber and its customer base."

Kodak will put resources into working closely with Northamber to develop reseller education, training and incentive programmes, to enable its resellers to make good margins on its scanners and package them as part of overall IT solutions purchased from one distributor.

Whitton adds, "We want to capitalise on Northamber's excellent marcoms skills and initiatives to make its resellers aware of the opportunity presented by Kodak-based solutions. Many resellers buy all their IT from Northamber, and may need a scanner as part of a client project. We want to put Kodak scanners where the market needs them."

As part of the deal, Northamber will also work with Kodak's Service and Support organisation to provide additional benefit to resellers by offering its innovative service and support contracts - another opportunity for Northamber partners to make margin.

Kodak Service and Support was awarded 'Best Support Organisation' at the International Business Awards last year and this is a mutually beneficial part of the relationship with Kodak which perfectly complements Northamber's existing approach to the market.

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