Toshiba Launches Sales Support Initiatives, Giving Channel Partners a Competitive Edge

Business Wire, Feb 3, 1999

IRVINE, Calif.--(BUSINESS WIRE)--Feb. 3, 1999--

New Sales and Incentive Programs,

Redesigned Web site and Advertising Campaigns are Designed to

Positively Impact

Channel Partners' Bottom Line

Toshiba, the only top-tier computer manufacturer dedicated to partnering exclusively with the reseller channel, Wednesday rolled out the first phases of its new sales support initiatives.

Reinforcing its commitment to be the best channel partner in the industry, the Computer Systems Division (CSD) of Toshiba America Information Systems Inc., today announced new programs that are designed to positively impact channel partners' bottom line through increased sales.

Toshiba's sales support initiatives are designed to help resellers realize more revenue and profit potential with Toshiba computer products through increased demand creation, attractive incentives and tools to help them close business deals. Program elements include innovative channel programs backed by a redesigned channel-friendly Web site and new advertising campaigns.

"We view our channel partners as an extension of our company," said Steve Russomanno, vice president of channel sales for Toshiba CSD. "Instead of competing with them as many of our competitors do, we work with them to ensure our mutual success. Our new sales support initiatives are the first step in delivering the programs, incentives and tools our channel partners need to stay competitive and profitable. Throughout the year, we'll continue to develop initiatives that give our partners a competitive advantage."

PowerBid Gives Resellers Muscle to Bid Against the Competition

Toshiba's new easy-to-use PowerBid "meet-comp" program gives resellers and mail-order partners "special bid" pricing to effectively respond to and beat competitive bids. Realizing that timeliness is critical to closing business deals, responses are guaranteed within two hours.

Resellers simply fill out a PowerBid request form and fax it directly to Toshiba's Inside Sales Team for approval. After receiving their PowerBid Confirmation Letter, resellers can purchase product through their normal channel, and upon end-user delivery, fax the Confirmation Letter and customer invoice to Toshiba, who will pay them a rebate within one week.

Toshiba's PowerBid program runs from Feb. 1, 1999 through May 31, 1999. Claim forms, eligible products and a complete list of rules can be found on Toshiba's Web site, at www.wavelength.toshiba.com.

Toshiba Highways, Rewards for Power Performers

Toshiba Highways is a program designed for distributors and resellers as well as server systems engineers, who sell Toshiba notebooks, desktops and servers. For each product sold, partners accumulate "mileage", or points, that can be redeemed for cash or Toshiba products, including portable computers, phones, VCRs, DVD players, TVs and digital cameras. Or, they can accumulate their mileage points instead, increasing their chances to win one of 15 grand prize all-expense paid trips to Switzerland.

Server systems engineers who participate in the program can claim the same mileage points as the reseller partner. These can be used to purchase up to $1,000 worth of Toshiba products and accessories, or can be used for an all-expense paid trip to an industry event. They can also accumulate their points, increasing their chances to win one of 10 grand prizes; either $3,000 worth of Toshiba products or accessories, or $3,000 toward a trip to an industry event.

To help channel partners get their earnings off to a quick start, points for all sales will be tripled during February and March 1999, and doubled during April and May 1999. In addition, double miles will be rewarded to those who successfully sell a complete Toshiba solution -- notebooks, desktops and servers -- into an account. Special bonuses can also be earned through joint business development activities, completing selected training courses, and through participating in Toshiba's new PowerBid program.

Toshiba's Highways program runs from Feb. 1, 1999 to July 31, 1999. Claim forms, eligible products and a complete list of rules can be found on Toshiba's Web site, at www.toshibahighways.com.

Internet Sales Leads, Multi-Million Ad Campaign and New Products

Ensure Reseller Success

Toshiba's redesigned Web site (see yesterday's related announcement) features increased support for resellers, such as directing online sales inquiries directly to channel partners. Customers can now shop on Toshiba's "buy" section that links them directly to resellers' online stores. Locating the reseller best suited to customers' needs is as simple as typing in their zip code, their state and/or selecting the preferred dealer type. Thousands of customers a day use Toshiba's "buy" site, providing Toshiba resellers with quality leads.

To further support reseller sales and the January launch of new portables, desktops and servers, Toshiba has embarked on a multi-million dollar advertising campaign to build awareness, create end-user demand, drive sales and increase reseller profitability. A new enterprise advertising campaign was developed to raise awareness for Toshiba's Magnia servers, and four-page ads featuring Toshiba's desktop and notebooks will begin appearing this week.