Posted on 27/10/2011
There’s still plenty of optimism in the market, according to distributor Nimans who say many resellers remain in up-beat mood despite the challenging economic conditions and a potentially long road back to full recovery.
With a new year on the horizon, 2012 is likely to be another period of consolidation, representing a small step in the right direction. But despite this uninspiring general outlook, technology that helps businesses cut costs and raise productivity – such as Unified Comms and Conferencing – ensures resellers will continue to move forward, says Nimans’ Group Sales and Business Development Director,Richard Carter.
“Some of our most successful resellers have fully embraced the UC message. They understand the great potential that exists and have become trusted advisors to their clients, clinching sales by demonstrating a strong return on investment which is arguably the most critical factor in today’s market. Audio and video conferencing are also further growth areas as they share many of the same synergies as UC, helping businesses perform smarter and more effectively. We expect this forward momentum to continue next year.”
The availability of ready cash and finance will remain crucial in oiling the wheels of industry, according to Richard who says distributors such as Nimans have stepped in to fill the void created by banks, reluctant to loosen their lending shackles.
“Our Financial Services team is ideally placed to help resellers maximise sales opportunities, overcoming what can often be the biggest obstacle to any sale – upfront cash investment,” he pointed out. “Flexible financial solutions such as leasing can open the door to much more business. It’s imperative that resellers provide their customers with more manageable ways to continue to invest in their businesses, as in many cases the traditional lending routes remain hard to find.”
Richard added: “Whilst, on a global scale, 2011 could hardly be described as a year to remember, the continued evolution of the channel creates compelling additional revenue opportunities. Now more than ever, customers rely on their distribution partners to offer a total service proposition, based on complete end-to-end solutions, providing them with the confidence and agility to enter new markets and accelerate growth. At Nimans we’re ready to ensure 2012 becomes a stepping stone to bigger and brighter times.”
He concluded: “On a personal level 2011 was my first full year back in charge of sales at Nimans. Whilst it’s been a challenging time, it’s also been a thoroughly enjoyable and rewarding period to reengage with customers and suppliers.”