OPINION
Most of the world’s major
economies have now
officially emerged from
the grips of recession,
while China and India are
continuing to grow at
relatively fast rates.
chain develop new opportunities
as the economy returns to
normal? In my article in the
September issue of IT Reseller,
I highlighted the importance of a
carefully structured supply chain
network; one which ensures
healthy competition and therefore
competitive deals for consumers,
while empowering dealers and
value added resellers to maintain
strong margins.
Citizen’s policy, for example, is to
manage our channel structure with
a small number of key distributors
supporting a network of resellers.
Each has a dedicated territory
or niche market, so that they You would expect the points basic interpreters (code converters) may no longer be required in
are encouraged to fight against above to be espoused by all in all our latest printers. This the future. Additionally, markets
our competitors, not against other manufacturers. Unfortunately, this feature makes it quick and simple are likely to fragment still
dealers who might otherwise is not always the case, as you for a VAR to customise a machine further and applications become
be selling Citizen PoS, label and often find printers constructed for use in particular applications, even more specialised. As a
barcode printers. with plastic instead of metal with a dedicated interface to result, the key to continued
mechanical components, with upstream and downstream IT, success is going to be the
thin, flimsy housings, or with logistics or production systems. ability with which we can adapt
Lifetime reliability
substandard control switches
and displays. This might make a
Additionally, it is incumbent on printer cheap, and thus perhaps
manufacturers to provide the easier to sell to the uninitiated,
products that are either easy for but it also results in higher failur
“
Citizen’s policy is to manage our channel
e
structure with a small number of key distributors
dealers to sell or that provide rates, dissatisfied customers and
VARs with the modular building wasted time and cost for dealers
supporting a network of resellers. Each has a
blocks upon which bespoke and manufacturers alike.
dedicated territory or niche market, so that they
customer or application systems
can be built. Standard products are encouraged to fight against our competitors,
therefore need to be designed for
Support and added
the markets in which they are to
not against other dealers who might otherwise be
functionality
be used. In most instances, this
selling Citizen PoS, label and barcode printers.”
means that devices such as Just as importantly, in a world
printers must be mechanically where the key to protecting profit
robust, to ensure lifetime reliability, margins is frequently the ability to As we emerge from recession it to these needs through both
yet be compact, lightweight create customised solutions, is the is almost certain that we’ll find continued product evolution
and simple to operate, so that support and added functionality our customers’ needs and and the creation of new and
machines can be used in the that manufacturers can build into expectations will have changed, innovative customer solutions.
marketplace without the need for their machines. For example, at and what we as manufacturers There are, I feel, some fascinating
additional support from dealers. Citizen, we now offer as standard and resellers offered in the past times ahead. circlesolid
Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44  |  Page 45  |  Page 46  |  Page 47  |  Page 48  |  Page 49  |  Page 50  |  Page 51  |  Page 52