automatic
point of
data capture
sale
VIEW
INTER
Full
support
on hand
What should the modern distributor be offering the channel in terms of solutions and
value-added support? IT Reseller caught up with Emma Hibbard, ScanSource Europe’s
sales manager for the UK and Ireland, at the distributor’s UK Partner Tour event at the
Williams Formula 1 Conference Centre last month for her take on the question.
n such a competitive current environment, she believes that the role Hibbard, who has worked in the
I
climate, ScanSource Europe’s of the modern Automatic Identification channel for over ten years, emphasised
Emma Hibbard is keen to stress and Data Capture (AIDC) and EPoS that with a guarantee of immediate
the importance of offering the distributor grows ever more important, delivery from a distributor, resellers do
channel every possible advantage in terms of helping the reseller secure not need to hold any sizeable amount
and means of support. In a changing more business and obtain solutions of stock at their own premises. “This
quickly and affordably, through to can naturally be a great space- and
receiving all the service and support cost-saving advantage,” she said.
needed to make the task at hand as “It also means that resellers don’t
efficient and successful as possible. need to worry about being stuck with
obsolescent stock once demand for,
say, a particular automatic data
Centralised warehouse capture terminal comes to an end.”
“First of all, it is a great advantage if
the distributor has a centralised Another important part of a distributor’s
warehouse with an extensive and relationship with the channel is based
varied stock of AIDC and EPoS around trust, she stressed. “I believe
solutions ready for rapid dispatch,” it is very important for the distributor
she said. And for increased not to compete with the reseller
convenience and considerable time- through selling direct to the end user,”
and cost- savings, she believes the she said. “I really think this should
reseller’s distributor of choice should be sacrosanct. Nevertheless, the
also be capable of pre-configuring distributor of choice should be there
solutions to the requirements of the to offer guidance and support in terms
reseller’s end customer and delivering of the best solutions for the needs of
direct to the customer’s premises, if the reseller’s end customer, but should
this service is required. stop short of any direct selling. >>
Emma Hibbard: “The distributor and its partners should be capable of working together with the reseller
and the reseller’s customer to ensure everything related to the job in hand is fully coordinated.”
18 IT RESELLER – JUNE 2008
www.itrportal.com
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