Canon simplifies business for all

NEW DELHI

MARCH 15, 2007

Canon wants to make business simple for both its customers and partners. To
do this, it has distributed a unique tool kit in the form of a CD to all it
channel partners across India. This CD contains unique presentation of five of
its latest range of multifunction color printers under the Image Runner series.
The products include corporate models such as: C2280i, C3380i and C4580i, C5180i
and the other two models C3380 and C5180 targeting the graphic art segments.

"It was a very tedious task for channel partners to carry the
multifunction printers to a customer's office for presentation. With this
tool, channel partners can now show customers with complete or selected
presentation of features of any particular model without showing the actual
machine," said Puneet Datta, Senior Marketing Manager -Copier, shared Canon's
plans for the BIS (Business Imaging Solutions) division.

Explaining the uniqueness of the tool kit, Puneet informed that most other
vendors give softcopy of the presentation to their partners. "The problem
here is that they are not customizable. Canon has tried to address this issue
and has customized the tool. For example, you can pick one particular features
of any one particular model and see the presentation of that feature," he
said.

According to New Delhi-based channel partner Rajesh Dogra of Digital
Technologies, only 10 percent of the customers show interest in seeing the
actual machine practically. "The pictures and dimensions mentioned are
self-explanatory for them," he said.

Puneet informed that, to start with this tool has been given to only 40
partners across India after gauging their interest in the new ImageRunners
series of printers.

"We have seen that all our partners have graduated enough in terms of
having the right and skilled manpower. Such tools will only further enhance
their business," he added.

Meanwhile, company has revealed its next big thing on the cards. This year,
Canon will enter the A4 printing domain with a difference. The difference would
be that the printers would be based on copier technology having a separate drum
and toner.

About Canon's relationship channel, Puneet informed that Canon follows a
proper method while dealing with its partners. Because of wide array of
offerings of Canon, if a partner is seen to be performing less than expected in
Business Imaging Solutions, then they are supported in terms of time and
training required to shift to another business category like AiO/inkjet printer
or lifestyle. If still the partner is not able to perform then with a mutual
consent Canon parts ways.

"Canon tries to help the partner in every sense. If a partner shifts
from high-end product categories to SOHO category then we try to help the
partner with the management of stocked products as well," added Puneet.