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channel investment
Speaking to
PrintIT Reseller
, Carl
Day, Sales Director Indirect Division,
explained the rationale behind the
Toshiba Masters programme, which
is available exclusively to Toshiba
resellers, and the value-add that it
offers dealerships.
Day explained that his passion and
interest in the indirect channel stems from
its ambition and drive to succeed and
that as a result his strategy as head of
Toshiba’s indirect division has always been
to support and add value through offering
change or support for change.
“Whilst incentive trips, golf days
and the like play an important part in
us forging strong relationships with our
dealers, we wanted to offer something that
was both relevant to and which would play
a pivotal role in driving business growth for
our partners.
“I’ve always felt that education,
training and people development are the
most effective ways of producing better
long-term sustainable results. And from a
personal perspective, over the years I’ve
benefited greatly from ongoing education
and training; it’s enabled me to be the
differentiator in competitive situations,”
he said.
This was a key driver in Toshiba’s
development of its latest channel initiative.
Toshiba launches
transformational
education program
After nearly two years of research and planning, Toshiba TEC UK Imaging
Systems has just launched a transformational education programme,
a move that reinforces its commitment to invest in initiatives that support
its channel partners’ business growth objectives.
I've never
met a
company so
passionate
about
delivery...
Alan Ball,
CEO, Spicers
Opportunity and profit potential
The Toshiba Masters programme,
which will lead to an MSc in Leading
Sales Transformation, is delivered in
partnership with global sales performance
improvement company Consalia and is
validated by Middlesex University.
Prior to launching the Toshiba Masters
Programme, Toshiba spoke to its partners
to gauge initial interest, which Day says
was really positive. “We followed this up
by inviting them to the official unveiling, an
event which we co-hosted with Consalia.
We outlined the course content and
described the benefits, opportunity and
profit potential that the Toshiba Masters
programme would provide. We then invited
interested parties to sign up,” he added.
“There was no sales pitch,” said Day.
“It was purely on an opt-in basis. If we
had to sell it hard to get buy-in, then the
chances are we’d get the wrong people on
board.”
Day said that the opportunity for
channel partners to achieve a Masters in
Leading Sales Transformation represents a
fresh and unique approach to innovation
and sales growth. “This is an extremely
exciting project for us; no-one has ever
offered anything like it for the channel up
until now.
“I feel that the Toshiba Masters
program is a truly unique way of effecting
change and collaboration through our
channel, whilst simultaneously offering a
huge value-add to our dealers and their
people for the long-term,” he said.
Partner of choice
During the planning stages, Toshiba looked
at lots of options and spoke to a number
of providers but, according to Day, once
he met Consalia founder Phillip Squire, it
was quickly evident that they would be
Toshiba’s partner of choice.
“I’ve never met a company so
passionate on delivery and so consistent
in their ability to engage on a one-to-one
basis. It was this dedication that made
Consalia the perfect partner to help us
meet our objectives,” he said.
(l-r) Rob Holyoake, Gary Putson, David Griffiths, Michael Woodcock, Michael Sweeney, Carl Day, Mat Deevey,
Mick Fowler, Kamal Hussein, Ed Barnett, Matt Brown and Greg Payne
