Basic HTML Version
www.printit
reseller
.co.uk
Print.IT Reseller
Harney has been with the Vasanta
Group for the past two decades and
says his experience, which includes
business analysis and selling EOS and
supplies direct to SMBs, has given
him a much broader view of the
challenges faced by both VOW and
resellers.
In a market that is commoditised
and where margins are being squeezed,
not least because of the internet, the
wholesaler maintains that EOS is a well
established product line that constitutes
almost 50% of its sales. “It’s an
established category but one where we are
still seeing growth,” said Harney.
VOW’s sales strategy is to continue to
grow in this area. “I believe there is margin
to be made. I don’t think it’s as good as it
used to be, but we understand that dealers
don’t want the customer buying the
printer from them and then surfing online
for the consumables. We’re working on
helping them to build customer loyalty by
delivering a value-added service,” he said.
The VOWWrapide service, which
provides a next-day delivery service to
end-users under plain label nationwide, is,
says Harney, a good example ofwhat VOW
is doing in this area. “Customers can place
an order for FS, EOS, hardware and other
office products with their office supplies
partner and VOW will deliver next-day. This
all-in-one-box service is adding real value
to our dealers,” he said.
The recent wave of new appointments
reinforces VOW’s strategy to focus on
and further develop its EOS strategy;
to proactively build relationships with
resellers; and to support their growth
by ensuring elements including product
training, marketing collateral, stockholding,
purchasing, delivery etc. are all in place.
VOW intends to help customers win,
retain and grow business and will actively
work with its resellers to leverage the
opportunity that Harney maintains is there.
“We need to join up all the elements,” he
said.
VOW has a PACT support team in place
to support resellers’ growth and help with
costing out contracts and tenders. “We
don’t want our dealers to lose the business
so we can often help them out to ensure
they win it. And dealers are supported by
dedicated account managers in the field
who understand their business,” explained
Harney.
One area with a potential for growth
is business inkjet. With an installed laser
printer base typically five years old, Harney
believes that the business case for selling
inkjet as an alternative is compelling and
is looking at promotions to help push
benefits that include lower cost of entry
and running costs, combined with high
speed and quality of output.
MPS
One of the biggest threats to dealers’
supplies revenue comes from the ever
growing number of providers offering MPS,
so in November 2011 VOW launched a
Managed Print Services offering.
MPS Technical Sales Manager Ray
Erdinc said that VOW has taken its time
in providing a fully balanced solution that
suits both office product resellers wanting
to embrace a full MPS solution and those
simply looking to protect their EOS spend.
“Our offering operates on three
levels, from PrintreviewLive audit and
data collection software for just-in-time
supplies, to a fully bespoke MPS service
with some unique features,” he said.
VOW has a dedicated hands-on team
on the front line to support all resellers
who sign up to its MPS program. “This not
only benefits the resellers, but also VOW,
as we get direct feedback and are able to
act upon that feedback to further develop
our offering and support our resellers,”
explained Erdinc.
“For example, we have developed a
suite of end-user marketing material that
they can brand with their details and use
as a sales tool. We have also created a
reseller sales pack and presentation for
each registered reseller. Our aim is to
provide them with the necessary tools to
identify leads and get their foot in the door
with the right sales message. As with all of
our services, we will continue to listen to
our resellers and respond to their feedback
to ensure we are offering the best service
and support.”
He added: “We see this as a unique
solution for our resellers and one that we
are committed to further developing and
supporting.”
www.vow-europe.com
In the past few months, wholesaler VOW has made a number of
new appointments designed to help increase its focus on EOS:
Paul Harney has been appointed as EOS Sales and Commercial
Manager; Justin Beecher as EOS Business Development Manager;
and Scott Castle as EOS Marketing Manager.
35
eos
Focus on EOS
Paul Harney,
EOS Sales and
Commercial
Manager, VOW
VOW intends
to help
customers
win, retain
and grow
business and
will actively
work
with its
resellers...