Olivetti explains the benefis of its new structure at dealer conference
As reported in the last issue of PrintIT Reseller, Olivetti has restructured its UK and Ireland operation, bringing it into line with the model
employed in other parts of Europe.
The main change for resellers is that instead of signing contracts with Olivetti’s UK subsidiary, they now have a direct manufacturer-dealer relationship with Olivetti SpA in Italy, which will take over administration, accounting, invoicing, payment, credit and management of WEEE obligations.
Olivetti UK – Olivetti’s best performing subsidiary for eight or nine years – is being wound up and a new organisation, Olivetti UK Agency, has been established to represent the Olivetti brand in the UK.
Headed by managing director Dave Goswell, this third party agency delivers services and support on behalf of Olivetti. It will be responsible for marketing, pricing, training, servicing, support and communications.
Olivetti SpA and Olivetti Agency will jointly manage the UK Distribution Centre in Wellingborough, which has been kept on to guarantee fast, next-day delivery of products and supplies.
Olivetti’s Dealer Conference on February 4 at the Belfry gave Aldo Pirronello, Olivetti SpA’s Head of International Sales, the opportunity to explain the rationale for the changes to 80 of its top UK dealers – and to the press.
Although the new structure is expected to deliver annual savings of £1 million, Pirronello said that the motivation was not to cut costs but to get closer to the market so that Olivetti could be more competitive and react more quickly to business opportunities.
He said that since moving to the new structure in 2011, Olivetti’s German operation, which had been losing money, had maintained the same level of business but had become profiable.
Pirronello added that having a direct relationship with Olivetti SpA makes it easier for resellers to operate on a European level – not just by simplifying the delivery of multi-national contracts, but also through improved collaboration.
He said that a major focus for Olivetti is to improve the technical services it offers the channel, including collaboration tools that will enable Olivetti resellers throughout Europe to pool their experience and share information and solutions to common problems.
At the UK Dealer Conference, Nadia Bontempo, Olivetti SpA’s Worldwide Marketing Manager for Offie Solutions, announced that Olivetti has now become a Nuance Expert Partner and is offering the Equitrac print management solution through the Olivetti Dealer Channel, with front-end and back-offie support in Italy. Future developments could include a range of cloud-based services that leverage the expertise of Olivetti’s parent company Telecom Italia Group.