Released 22/05/2009
I toyed back and forth with going to Channel Expo, the channel-only IT trade show in Birmingham this week. Although I knew that more and more of our readers are branching out into ever more technical IT offerings, I wasn't too sure about how relevant the show would be for the office products industry. I was finally swayed when I saw Integra was holding a day-long seminar on the Wednesday.
Though it meant braving the NEC, with its artificial light and endless moving walkways, and squeezing past a few IT geeks at the show (though was surprised by how few I could spot - seemed to be more savvy salespeople than nerds), I was actually really glad I went.
The only thing is, I left the show asking more questions about IT than when I got on the train at Euston. The IT market is massive - and nothing to sniff at.
It's easy to be overwhelmed by the sheer breadth of products on the IT marketplace, what with the VMWares and the broadbands, hard drives and servers. But between the components, the systems, networking and peripherals, there is plenty for a dealer to sink their teeth into and the best thing is, IT is well and truly a hot commodity. Many of the products on offer form the likes of distributors Beta, Entatech and Midwich (all speakers at Integra's seminar) have been commoditised enough to make it easy enough for an OP salesperson sell, so I was kind of left thinking: "Why not?"
Why shouldn't a dealer try out selling security products like CCTV or broadband/VOIP offerings if it means commission for them? Though the margins may not be amazing in percentages, they seem to make that up in cash. With a wide array of ‘disties' to choose from, eager to explain it all to you, it may well be worth a shot. As Entatech's business manager, Mike Barron said in his Integra talk: "If you can implement [these products] into your business without implemental costs, it's gotta be a good thing." And we like good things...