NEWS INTERVIEW
www.comms-dealer.com
Nimans & Rocom unite
SPECIAL REPORT
After a gruelling 18 hour
Niman explained. “We have been
competing directly against each
session that concluded
other for over 25 years but that is
at 4.15am on March 24th,
now a thing of the past. Overnight
we have become allies. This will
Nimans sealed the deal
have a big bearing on our plans
that was too good to pass
going forward as we can fully
focus on channel development,
over. Its acquisition of
rather than ‘shifting’ the channel
Rocom marks a new phase
where customers in the past may
have been caught between
for comms distribution
the two with trapped loyalties.
and heralds a fresh era
“Our aim has always been to
of opportunity for dealers
concentrate fully on helping
as the former rivals march
dealers develop their businesses
further. That process will be
forward arm-in-arm.
easier now. The ‘best of breed’
qualities of both companies will
work together for everyone’s
benefit. For ourselves, suppliers
and customers alike this represents
tremendous opportunity.”
F
or much of the comms
channel’s history Nimans Industry players have touted the
and Rocom were acquisition. According to Paul Clark,
synonymous with fierce Plantronics’ General Manager
rivalry and competition. So no for the UK and Ireland, the deal
surprises when Nimans’ Chairman, has created the potential for
Julian and Paula: A welcome cuppa at 4.15am on March 24th.
Julian Niman, and Managing ‘unparalleled levels of service and
Director, Paula Gillings (who played “When we identified this as an also highlight the many channel support’. He said: “This is excellent
an instrumental role in putting opportunity it was too irresistible to benefits generated by the deal. news for the channel. With the rise
the deal together), tingled with ignore and we knew we had to “The purchase of Rocom, which in flexible working practices and
a small measure of apprehension pursue it,” said Niman, who hailed has its own long-standing and growth of unified communications
as they strode into the Rocom the acquisition as ‘the opportunity respected pedigree, creates it is critical for resellers to have a
fortress for the first time. But in the of a lifetime’. “It took around an unbeatable combination distribution partner dedicated
latest sign of how the former rivals seven months to complete from and powerful proposition. We to helping them realise the
are coming together, Niman and start to finish, and demonstrates are all highly motivated by market opportunities. Nimans
Gillings enjoyed a warm welcome our continued commitment the potential,” said Niman. and Rocom have the strength of
from the Rocom camp. “We and confidence in the channel, presence, technical expertise and
received a standing ovation from giving us a much bigger “This acquisition also provides the operational excellence to deliver
all the workforce which made platform from which to grow.” perfect platform for sustained what the channel requires.”
us feel very proud,” said Niman. strategic growth for customers,
“We have two quality businesses The deal is now rated as giving them access to the full Rob Lister, Sales Director of Lister
moving forward together.” ‘monumental’, ushering in a product portfolio across Nimans Communications, has also given
‘momentous era for the telecoms and Rocom. No other distributor the deal an enthusiastic thumbs
Nimans acquired arch rival Rocom distribution industry’, claimed will have the depth and diversity of up: “Simplifying the distribution
from the ATC Group for £12.45 Niman. “The Rocom staff have stock at their disposal,” he added. chain will allow Nimans to invest
million, creating the biggest UK reacted with great enthusiasm more of its expertise in doing
telecoms distributor with a turnover and will play a fundamental role Another major change will be a what it does best instead of being
circa £100 million and 350 staff. in the future. For customers it’s shift in policy by both companies occupied by competing with a
ATC acquired Rocom for £17.6 very much business as usual for as they are no longer competing major rival, as was the case with
million in August 2006. Following both companies,” he added. directly in the marketplace. “We Rocom. It can concentrate more
the Group’s H1 interim results are now working on the same of its focus on customers, which will
last year – which saw a six per No longer entrenched in a locked side, as friends instead of rivals,” ultimately benefit the channel.”
n
cent rise in profits overshadowed battle to outdo each other, the
by a hike in Group debts Nimans-Rocom allies are already
We are working on the same
– the company revealed it had assessing new opportunities for the
received an expression of interest dealer channel. Niman said he is
side as friends instead of rivals
in a subsidiary of the Group. keen to develop both brands and
16 COMMS DEALER MAY 2009 www.comms-dealer.com
16 PG Nimans.indd 1 27/4/09 10:01:44
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