SPECIAL REPORT
www.comms-dealer.com
Nimans gets Rocom
Continued from
page one
Nimans has completed the major
feelings for the company
have dissipated. I can
acquisition of former rival Rocom,
honestly say well done
ending a long period of uncertainty
to Julian for what is
an incredible coup.”
over the Yorkshire-based distributor’s
future. Here, we gauge some industry
Niman highlighted
that as there will be
reaction to this month’s big news.
less direct competition
between the companies
he can fully focus on
EXCLUSIVE
channel development,
rather than ‘shifting’
the channel where
customers can get
caught between the two F
ounder of Rocom, sapping their respective
Bob Old, who sold energies instead of helping
his company to the the market. Channel
ATC Group almost customers are not guided
The Nimans HQ
with trapped loyalties. three years ago, gave by their hearts but by
“We can concentrate Nimans’ Chairman Julian financial realism. I believe a
fully on helping dealers Niman an emphatic stamp much fairer pricing regime Service Providers, with new Unified Communications
develop their businesses,” of approval on hearing the should emerge from this business models at all levels solution that is service
said Niman. “The ‘best news: “Julian has always deal and ultimately the from vendor to reseller. based. The danger for
of breed’ qualities of invested money back into industry will benefit.” In this environment you the new combined

both companies will work his company and has again cannot expect distribution Nimans/Rocom business
together for everyone’s dug deep to achieve the Industry specialist John to stay the same.” is that if it stays doing the
benefit. For ourselves, gemstone he has always Chapman says the same thing then two-plus-
suppliers and customers wanted. This was an combined company will Chapman believes that two may equal two. The
alike this represents a opportunity he could not have a ‘better chance’ of the Rocom acquisition is combination may in the
tremendous opportunity.” refuse. He now has a £100 survival as a united force. just the start of a major short-term make it more
million turnover rock solid “The traditional smaller end realignment of the comms profitable, but long-term
A mutual agreement business that will be the of the comms marketplace, channel. “At a hardware they need to find a way of
has been reached envy of the marketplace. In where Nimans and Rocom level we are seeing a being a major player in this
with Rocom’s former this economic environment have been particularly more plug-and-play new services led world.”
MD Richard Carter. He you cannot have two successful supporting environment with devices
will assist as required inward looking superpowers resellers, is starting to break becoming commodities Simon Welch, UK Channel
for up to three months up with hosted services that will be bought online,” Development Director
before taking up a new now emerging as a real added Chapman. “The at Avnet Technology
role at ATC Group. If alternative. It is unlikely that channel will move away Solutions, observed: “The
Alex Tupman, ATC’s this lower end of the market from being ‘resellers’ to acquisition makes Rocom
CEO, carries through could support two major ‘service providers’ for a very significant player in
his intention to step distributors in the future. The their clients. They will still the distribution space. The
down, Scott Kean, combined company can sell products or include question is whether this is
currently COO, will make significant efficiency products within their service good for the channel. It will
hold the position of savings and therefore offerings but they will be interesting to see how
CEO in the near term. stay competitive.” be delivering primarily a this is handled by Nimans.”
n
Tupman, who According to Chapman
founded ATC in 1999,
John Chapman
the timing is right for
said: “The £12.45 a shake-up in comms
million consideration
The
distribution. He said: “The
significantly reduces market has been taking
the Group’s net debt
market
on a new shape for
and enables the Group
has been
many years and this has
to become a more
taking on a
accelerated over the last
Front page photo caption: The Directors of Nimans and Rocom:
focused, high margin 18 months. New technology
(L-R) – Phil Gee, Financial (Nimans), Phil Hambly, Sales and Marketing
business, underpinned
new shape for
models have emerged
(Rocom), Lee Williams, Network Services (Rocom), Phil Adams, Systems
by strong recurring at the vendor level, and
Sales (Nimans), Julian Niman, Chairman, Martin Ashby, Purchasing
many years
(Nimans), John Cunningham, Logistics and IT (Nimans), Paula Gillings,
revenue streams.” new communications Managing Director, Alex Lister, Operations (Rocom), Mark Taylor,
facilities are available from
Commercial (Nimans) and Paul Waterhouse, Financial (Rocom).
36 COMMS DEALER APRIL 2009 www.comms-dealer.com
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