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Channel Best-Sellers: Networking That Pays Off
10:00 AM EST Fri. Nov. 23, 2007
From the November 26, 2007 issue of CRN
Page 5 of 5
According to data from the NPD Group/Distributor Track, Fujitsu garnered 36.2 percent of market share for the six-month period ended June 2007. It was a modest 1 percent increase compared to the year-ago data of 35.2 percent share, but it was more than its next two closest competitors combined.
Canon (16.5 percent), Hewlett-Packard (14.7 percent), Visioneer (6 percent) and Kodak 4.8 percent) rounded out the top five, with Canon and Visioneer showing slight market share gains at the expense of HP and Kodak. All told, the top five companies combined for 78.2 percent of the market.
Fujitsu's control of the market did not surprise Mike Murray, account executive at Atech Group, an Albany, N.Y.-based solution provider.
"They have the performance, reliability. They also really get behind it. We're in touch on a constant basis with their channel team. That communication, awareness really helps a lot. I don't feel that from other vendors in that particular offering," Murray said. Last April, Fujitsu rolled out the fi-6000NS, a small-footprint network scanner for workgroups, and offered front- and back-end financial incentives for VARs, which may have contributed to its success this year.
The fi-6000NS connects directly to a network, enabling VARs to integrate it with archiving solutions. The device also creates searchable PDF files, adding efficiency in data warehousing.
"We've had lots of luck with [Fujitsu scanners]. ... Good price, good quality and they integrate well with the rest of the network," said Tommy Wald, president and CEO of Riata Technologies, Austin, Texas.
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Document Scanners
* Ranking based on 1st half 2007 share of sales dollar volume. Highlighted vendor gained greatest share from 1st half 2006 to 1st half 2007 Source: The NPD Group/Distribution Track (Incudes GTDC Data), www.npd.com/lps/distributortrack |
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