Australian-based Fujitsu PC has appointed a second New Zealand distributor — Morning Star — to advance its corporate channel sales.
Technical manager David Niu, who heads the subsidiary’s ANZ sales, says Fujitsu wanted a distributor that could expand its business channel. He says the strength of current distributor and premier partner PB Technologies, which it began working with a year ago, lies in retail sales and it will continue to work for Fujitsu in this channel.
“[PB Technologies’] model is more of a shop front and that was our first approach — to sell directly to the public. Now, at a later stage, the channel has more requirements on the corporate side,” says Niu.
“PB is in both retail and distribution but the retail side is much stronger. It may be a conflict for them to handle distribution to others and people may hesitate in taking stock from a competitor.”
PB Technologies will exclusively stock Fujitsu’s Lifebook S6311 notebook, and possibly another product, while Morning Star will carry all of Fujitsu PC’s other notebooks and Tablet PCs.
Fujitsu PC wants Morning Star to recruit resellers who work among corporates, and to work with Fujitsu New Zealand, which already does business in that space. Morning Star will also work with Fujitsu’s PC’s retail channel.
Niu says the move won’t create much change for most of the approximately 15 Fujitsu PC resellers here, other than sourcing product from Morning Star.
Morning Star group product manager Victor Ho says the appointment will help open new channels.
“We’re looking at corporates, education and helping our existing customers fulfil a broader range of Fujitsu products.”
Ho says the retail business which results from its appointment will be smaller, because of the target markets of the products.
“Generally Fujitsus are a bit more expensive. The functionality is often targeted at business users.”
Ho says Morning Star is working with Fujitsu PC on education tenders.
PB Technologies’ Fujitsu PC product manager Vincent Huang says his company is happy to focus on the retail channel, and describes the two-distributor arrangement as a win-win.
“Morning Star is more focused on the high-end business-type customers. For us it’s more focused on the end-user side. Right now looking for a second distributor will straight away increase Fujitsu’s brand recognition.”