Over 18,000 units sold through JB Hi-Fi and more than $18 million in retail sales — from a brand that had no national Australian retail presence before October 2023.

reMarkable makes the paper tablet: a premium writing device built for focus rather than notifications. It's a great product. But great products don't sell themselves in a new market — they need the right distributor, the right retailer and relentless in-store execution.

This is how TechLaunchz founder Rodney Block helped take reMarkable from global brand to Australian retail success, working alongside leading ANZ distributor All Interactive Distribution (AID).

The challenge

reMarkable had a loyal global following but no established route into Australian retail. The brand needed three things at once:

• A distribution partner with the scale, systems and retail relationships to support a premium device nationally.

• A retail home where a new category — the paper tablet — could be seen, touched and properly explained.

• Execution on the ground, because a $850 writing device is a product customers need to try before they buy.

Getting any one of these wrong would have meant a slow, expensive start. Getting all three right meant a launch that could scale.

The approach

The right distributor

Rodney led the approach to, and appointment of, All Interactive Distribution as reMarkable's exclusive ANZ distributor in October 2023. AID brought the operational backbone — logistics, retail account management and an established in-store field network — that a premium hardware launch demands.

An exclusive retail partner

Rather than spreading reMarkable thinly across every channel, the team negotiated an exclusive retail partnership with JB Hi-Fi. Exclusivity gave JB Hi-Fi a genuine reason to invest in the brand, and gave reMarkable dedicated space in Australia's leading consumer technology retailer.

A full promotional calendar

With the partner in place, the focus moved to a year-round promotional rhythm built around the moments Australians actually buy technology:

• Black Friday

• Christmas

• Back to School

• Easter

• Tax Time

Behind each promotion sat the commercial detail that makes retail work: promotion planning and execution, negotiation of scan rebates, and negotiation of catalogue positioning — including dedicated reMarkable pages in JB Hi-Fi's catalogue covering the full tablet range and accessories.

Execution in store and on the floor

Merchandising that sells

A paper tablet has to be experienced. Working with in-store merchandising partner CROSSMARK, every reMarkable display was built to let customers pick up the pen and write:

• Setup and installation of point-of-purchase (POP) displays

• Security setup on every display, so devices stay hands-on

• Visual merchandising to brand standard

• Regular store audits

• In-store brand ambassadors

• Online training modules for retail staff

• Break-and-fix support to keep displays working

Training 400 JB Hi-Fi staff in two days

At the JB Hi-Fi Tech Show, the team put people on the ground across Australia and New Zealand. They set up a hands-on reMarkable stand, ran a dedicated training module, helped train around 400 JB Hi-Fi staff over two days and delivered a keynote on the brand.

Staff who have used a product can sell it with conviction. That matters most for a new category that customers don't yet know to ask for.

The result

reMarkable now has a national Australian retail presence, a committed retail partner and a proven promotional engine. More than 18,000 units have sold through JB Hi-Fi at an average RRP of $850, generating over $18 million in retail sales.

What other brands can take from this

1. Choose the distributor first. The right partner brings systems, relationships and a field team you would otherwise spend years building.

2. Exclusivity can be a growth lever. A focused retail partnership earns better space, catalogue presence and staff attention than a thin national spread.

3. Plan around the retail calendar. Black Friday, Christmas, Back to School, Easter and Tax Time each need their own commercial plan.

4. Win the store floor. Displays, ambassadors and trained staff turn a new category into a confident purchase.

Bringing your brand to ANZ?

TechLaunchz helps global consumer technology brands choose the right route to market, appoint the right partners and launch with major Australian and New Zealand retailers.

Partner with us — or email Rodney directly at rodney@techlaunchz.com.au.