NEWS INTERVIEW
www.comms-dealer.com
Nimans-Rocom update
ACQUISITION NEWS
It’s been an eventful
time for distributor
Nimans since the
multi-million-pound
acquisition of Rocom.
Comms Dealer takes
a look inside what’s
been a hotbed of
activity to discover the
current state of play
almost six months after
the deal was sealed.
Julian Niman
ccording to Chairman will be doubled rather than It’s not just product ranges that bringing two of the biggest UK
A
Julian Niman the summer halved, as two strong companies have undergone some major distributors under one ownership
months, traditionally a move forward together.” developments – staff have also – something which would have
quiet time, have been been rewarded for their skills and been unthinkable just a few years
a period of extraordinary bustle, Quashing rumours that the Rocom experience, across both companies. ago. Niman revealed: “It’s been
not least driven by the fruition brand would eventually be Examples include Phil Adams who a bit of a roller coaster ride so far.
of progress made in knitting absorbed into the Nimans brand, is now the Systems Sales Director, The deal to secure Rocom was a
together the Nimans and Rocom Niman reiterated his determination while the board has been further protracted affair. Obviously, with
forces. Niman commented: “The to maintain the two brands as strengthened by the appointment hindsight, there are things we
acquisition has created a host of separate entities. “Both companies of Tom Maxwell as Dealer Sales may have perhaps done a bit
customer benefits. It strengthens have been successfully trading for Director. A centralised technical differently, but overall I think we
our reseller service proposition as the last three decades and each support operation has also been are in a very healthy position now.
we combine the best qualities has its own distinct identity and launched to boost response
of both companies and their loyal customer base,” he stated. times and efficiency for dealers. “Nimans has always been a stable
product ranges to create what “These are exciting times and we and well-run business, a reliable
we believe is an unrivalled and “We are keen to expand our believe we now have the best partner for resellers. It is a company
comprehensive channel offering.” service proposition, not minimise management team to take us jointly renowned for not letting customers
it in any way. For example, forward, as we lay the foundations down. We know our strengths
One of the key questions arising Nimans customers can now take to become the most experienced, and Rocom’s, and by working
from Nimans’ acquisition of advantage of a diverse range of professional and customer focused together we can become even
Rocom from the ATC Group for ICT voice and hosted telephony company in the industry,” stated stronger. There is no more direct
£12.45 million was the possibility solutions via our Network Services Niman. “The acquisition creates competition between the brands
of resellers’ credit limits being cut, division along with a flexible leasing a great platform to build on. so we can concentrate all our
but Niman was keen to highlight facility to help increase sales and Both companies are rightly held efforts in helping dealers grow their
how customer credit limits across customer retention. We’ve also in high esteem. But we won’t be businesses. The general consensus
Nimans and Rocom remain introduced some major brands resting on our laurels as there is to this deal has been positive.
unchanged despite early fears. such as Samsung and Aastra. Over still plenty of hard work ahead.”
“This was one of the early concerns at Rocom they are now selling new “The challenge for us is to make
of resellers who may have thought brands from the Nimans portfolio Niman has his mind firmly fixed the most of the opportunities
their credit limits would be cut, but for the first time. Customers from on the future and says he has available. Inevitably, there is
we want to enhance the service both sides are benefiting.” ‘absolutely no regrets’ about always a risk with any deal of
we offer to them and show how this nature but we firmly believe
we can play a fundamental role it was the right thing to do. It’s a
in helping dealers not just survive,
There is a risk with any deal
continual process to improve our
but thrive, particularly in such a
of this nature, but we firmly
customer service proposition and
challenging economic climate. I believe we have the pieces in
They have the same credit limits
think it was the right thing to do
place to take ourselves and our
as before. Our channel focus customers further forward.”
n
UK Telco 100 club is the fastest Partners receive a 220% t: 0844 77 00 765
growing dealer program. growth bonus with no targets. e: info@uk-telco.co.uk
24 COMMS DEALER SEPTEMBER 2009 www.comms-dealer.com
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