Targus Enhances Reseller Program

Targus this week debuted a major enhancement to its PartnerVantage reseller program, in an attempt to provide more demo product to solution providers, and to expose VARs to more of the manufacturer's product line.

Targus, a manufacturer of notebook cases and accessories, has also introduced a portal, the Business Development Resource Center (BDRC), through which resellers can earn points every time they purchase the manufacturer's product through distribution. Those points can be exchanged for Targus products. The program is specifically aimed at increasing the sales of Targus products small to midsize resellers.

Any Targus PartnerVantage member with a quarterly average of $2,500 in purchases through distribution can earn the points. The accrual rate is approximately 2 percent on every dollar spent, says Danielle Feith, Targus channel marketing manager. Points are tracked online and quarterly updates are automatically posted in the reseller's account.

"This is a unique program because there is no paper trail," says Feith. "There is no paperwork for the reseller, no numbers to keep track of."

Targus initially rolled out PartnerVantage a year and a half ago. Soon after its debut, feedback from the company's resellers indicated that the VARs really wanted to get their hands on more demo product. Further, Targus realized that its channel was unaware of the breadth of its product line and of its margin potential. Executives at Targus are hoping the BDRC will help draw VARs' attention to all its products, because of their attractive margin proposition.

For example, a deluxe notebook case yields a profit to the reseller of $14.94, or 20 margin points. Bundling that product with a wireless mouse and a universal AC/DC adapter yields a sale with a profit of in excess of $80 " which is often more than the profit earned on the sale of a notebook alone.

"This program helps resellers provide a complete notebook solution to the customer," says Feith. "Our partners asked for additional tools to aid them in winning business and increasing margins. The new BDRC program directly addresses that request."