Printer manufacturer Lexmark has unveiled four new reseller packages following last month's initiatives to break Hewlett Packard's (HP's) dominance of the market.
The company is offering reseller rebates of up to £900 for hardware products to protect margins in a competitive market.
Resellers are also being offered hardware, software and training to allow them to solve specific document management business issues.
The 100 per cent indirect selling vendor said that it would create printing systems to challenge HP and improve margins for resellers. The company is also reducing prices for its 1,200 accredited partners.
"The packages cover four distinct activities that businesses carry out," explained Jane Cronin, director of SME and marketing at Lexmark.
"With hardware margins limited, resellers need to be able to offer more than just products."
The Office Integration, Secure Printing, Forms on Demand and MFP Upgrade packages are now available to resellers, and offer different combinations of printing hardware and software.
The packages will provide answers to specific document management needs, including the integration of applications and hardware, securing sensitive documents, improving the use of forms and upgrading hardware through attachments.
Lexmark will be looking for the rebates to have particular effect in the public sector.
"There is no doubt that the printer market is buoyant in the public sector," said Nick Culley, product marketing manager at distributor Midwich.
"But organisations want as much as they can get for their money which means that lower prices are attractive. These rebates will help resellers retain margin."
Culley added that Lexmark will present additional margin opportunities with the packages.
"It has invested heavily in the last couple of years in channel programmes and supporting resellers as it attempts to grow market share," he explained.
"These new packages will give resellers an additional talking point and margin opportunity."
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