Nimans & NEC In Reseller Knowledge Boost
Posted on October 16, 2013
Resellers from across the country gained a valuable knowledge boost from NEC and Nimans - by going ‘back to the classroom’ to learn about the acclaimed SL1100 comms platform.
A free technical open day took place at NEC’s Nottingham headquarters, for engineers to boost their confidence and installation techniques – part of a ‘seeing is believing’ strategy, focusing on technical credibility rather than just sales claims.
They took advantage of a technical overview involving product demonstrations and engineering requirements, part of a close working relationship between the manufacturer, distributor and the reseller community.
“Over a dozen resellers attended and the majority were new to the brand. So impressed were they that we received seven quotes for orders immediately afterwards,” commented Paul Burn, Head of System Sales at Nimans.
“We wanted to build on the easy to install, easy to maintain messaging around the SL1100 and the day was a resounding success with plenty of enthusiastic feedback.”
His positive comments were endorsed by Nick Thompson, NEC Distribution Channel Account Manager. He said: “The over-subscribed workshop held at NEC’s HQ in Ruddington was an unparalleled success. Attendees were shown all aspects of the platform including hardware, applications and the intuitive nature of the programming/maintenance tool, by ‘time-served’ NEC engineers.
“As most attendees were all new to the brand we focused on using technical credibility, rather than just sales claims. Their feedback regarding weaknesses and shortcomings in their own current SMB offerings made our job all the easier.
“The proof is in the pudding, and for a lot of resellers, sometimes sales patter doesn’t fool the engineers who end up in the trenches when it comes to keeping good promises. We simply turned this on its head and proved the concept to the guys actually installing.” Thompson also remarked that when polled, the attendees had all come up against the SL1100 at some point, the vast majority losing to a rival reseller who won the tender on the SL1100’s price and feature-set.
He concluded: “The session also gave dealers the chance to see what they were up against first hand, reviewing their current offering and evaluating the SL1100 as an extremely viable and credible alternative.” Thompson also remarked that interest in fast-track conversion via NEC’s unique Computer Based Training option (CBT) makes the transition even more attractive.