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Equico weighs channel incentives for 2010

Equico weighs channel incentives for 2010

IT equipment leasing and financing firm Equico plans to introduce incentives next year for its 130 local resellers.

General manager Ross Fodie says it aims to offer benefits that are similar to those given by other vendors, but adds the company is still finalising the details. It expects to announce these details in February.

The company also aims to build on its reseller base, Fodie says. “There’s no limit on the number of resellers we can appoint. We would love to appoint every one in the country.”

The company has relationships with major hardware suppliers and their resellers, including Toshiba, HP and Apple, and leases IT equipment to client companies through its resellers.

Fodie says resellers benefit from working with leasing companies such as his, because they can facilitate a more controlled process around IT hardware upgrades.

“If a customer pays cash, the reseller has limited control over when the customer looks to upgrade that technology. With leasing, it is for a defined period of time so you can go back after two years and see the customer. For the reseller, knowing they can get some repeat business out of the customer is very important.”

Equico works in a number of market segments including government, education and corporates.


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