Kodak integration of Böwe Bell + Howell to benefit the channel

Imaging specialist Kodak (EK) has completed the integration of rival Böwe Bell + Howell, which has resulted in several improvements for its 700 channel partners in the UK including a new deal registration programme, flexible service and support contracts and an improved product line-up.

Kodak, which acquired the scanner division of Böwe Bell + Howell late last year, has adopted its smaller rival’s deal registration system, which will provide better overall margin for partners and reduce channel conflict on high value sales.

As David Whitton, Northern cluster sales manager for Kodak explains, “If you’re the first partner to register the deal, we will ensure that your margins are maintained and you get a proper margin for the sale.”
Streamlined approach
Previously, Whitton and his team would need to seek individual approval from German headquarters on offering discounts on high-value sales but the new deal registration process, he believes, puts in place a much more streamlined and consistent approach for partners.

The acquisition has expanded Kodak line up, but its current i600 range will be “slimming down” to make way for the Böwe Bell + Howell Ngenuity range which offers much more flexible document handling capabilities. Kodak will also be rebranding Ngenuity later in the year.
 
Opportunities
In Whitton’s view, the broader range gives the firm opportunities in more markets and an active recruitment campaign is underway. Kodak has also re-organised its service and maintenance offerings to allow channel partners more flexibility to retain lucrative service contracts.

Kodak is also increasing its range of promotional activities and incentives on a local country level such as cash back deals, market development funds based on achieved targets and short duration line discounts. However, Whitton believes that wholesale RRP drops are not the way forward for the Kodak as it tries to support its channel partners against off the page-only rivals.
Reward
“Our aim is to help and reward the channel for doing the work to gain the sale,” explains Whitton, who believes the firm has “taken the best bits of” Böwe Bell + Howell's approach” to strengthen its own channel.”

Kodak is still the market leader in the high-volume professional scanning market with more than 50 percent market share in certain territories, and Whitton believes that enhancements in its channel strategy will help it retain and grow market share across his region.