Kodak unit distances itself from the corporation

LAS VEGAS – One of the more interesting vendor partners at the Synnex’ VARnex Conference is Kodak. Kodak arrived at this event still under U.S. Chapter 11 bankruptcy protection; the company just abandoned the ink-jet printer market and is overall a shell of its former iconic shelf.

But Matthew Lombardi, the distribution manager for Kodak’s Document Imaging Solutions unit, was upbeat about the benefits of partnering with Kodak’s document imaging team. He did, however, admit that the division has had to distance itself from the 100 plus year-old company.

“These are some of the hardest times for Kodak. We had to go through Chapter 11 and with that we needed to distance ourselves from the rest of the company,” he said.

Lombardi added that Kodak has stepped up its document imaging offering in recently. The company has revamped the entire product line in the last two years. Kodak’s document imaging solutions portfolio comprised of the Ngenuity line of scanners that produce on average 90,000 pages a day. Kodak’s i4000 Series Scanners features Smart Touch technology that can automate multiple tasks down to a one-touch scan. Kodak has also improved its pre-sales support, its software and marketing efforts.

“The biggest benefit we have is our 25 plus years in the document imaging business. We are at the forefront of document imaging,” Lombardi said.

He added that there is a reason why UPS, FedEx and DHL use Kodak scanners and it’s because of the product’s durability.

Lombardi introduced a few channel initiatives at the VARnex conference such as its Try Before You Buy program, where solution providers can offer customers a trial period for Kodak scanners. This program will be run through Kodak field sales managers.

The division has also introduced a deal registration program, where solution providers can get exclusive pricing by bringing new opportunities to Kodak. There is a minimum $20,000 threshold for the deal registration program. When these new business opportunities get approved by Kodak, solution providers can earn back end rebates that average between 2.5 to three per cent along with a front end rebate that is around 15 to 20 per cent.

“Our deal registration program offers higher profit margins so more money will go into your pocket,” Lombardi said.

Kodak also updated its channel marketing efforts for the document imaging and scanner division.

Lombardi said resellers will be given a code that feeds their Web site with up-to-date Kodak product information. “The Web site will still look and feel like your own, but it’s updated with Kodak information,” he said.

The Kodak telemarketing services will be free of charge for the solution providers. Lombardi added that this will be an outsourced resource and that Kodak will work with channel partners on scripts and strategy to generate leads.

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Paolo Del Nibletto
Paolo Del Nibletto
Former editor of Computer Dealer News, covering Canada's IT channel community.

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